The Account Manager plays a critical role in advancing CPA.com’s firm transformation strategy and accelerating adoption of transformative technologies. In this role, you will own and grow a portfolio of CPA firms by developing trusted relationships, connecting stakeholders across the ecosystem, and positioning CPA.com as a strategic partner in firm evolution.
This is not a traditional account management role. You will operate as a relationship-led growth driver, engaging firm leadership, navigating multi-stakeholder environments, and driving measurable growth outcomes.
Responsibilities
- Develop and execute strategic account plans: Identify, prioritize, and pursue high-value firms within your territory. Build deep account intelligence, map stakeholder landscapes across CAS, Audit, and Tax departments, and establish multi-threaded relationships with partners and firm leadership.
- Own full-cycle, service-led sales motions: Lead opportunities from discovery through close including needs assessment, solution positioning, proposal development, and executive alignment.
- Build and expand relationships with influence: Establish credibility with partners and decision-makers, progressing relationships from initial connection to trusted advisor. Actively expand your network within firms and ecosystems.
- Serve as a connector across people, ideas, and solutions: Bring together firm leaders, partners, and internal professional services teams to create momentum. Identify opportunities to align firm needs with CPA.com and partner capabilities.
- Performance & Accountability: Consistently meet or exceed KPIs for meetings, overlays, pipeline creation and revenue achievement by maintaining disciplined daily habits and leveraging performance data to continuously refine targeting and messaging.
- Drive partner and ecosystem orchestration: Collaborate with strategic partners to identify and advance joint opportunities. Align firm needs within the broader ecosystem to deliver integrated solutions.
- Manage pipeline with discipline and accuracy: Maintain clear visibility into pipeline health, deal progression, and forecast accuracy. Proactively navigate long sales cycles, stakeholder alignment, and deal risk.
- Elevate CPA.com’s presence in the profession: Serve as a credible representative at key industry conferences and firm-facing events, strengthening relationships and reinforcing CPA.com’s role in firm transformation
What We’re Looking For
- Experience owning complex sales cycles: 3–7 years in account management, sales, or consulting roles with responsibility for multi-stakeholder, professional services or SaaS-based deals
- Proven ability to drive revenue in complex environments: Track record of advancing and closing five-figure deals with long sales cycles and multiple decision-makers
- Executive-level communication skills: Ability to engage and influence partners, firm leadership, and C-suite stakeholders
- Strong consultative selling capability: You uncover root business challenges, build compelling business cases, and align solutions to strategic priorities
- Highly strategic and self-directed: You operate with discipline, managing pipeline, forecasting accurately, and prioritizing high-impact opportunities
- Ability to navigate ambiguity and drive outcomes: Comfortable operating in an evolving environment, connecting internal teams and external partners to move deals forward
- Industry familiarity (preferred): Experience working with CPA firms, professional services, fintech, or adjacent ecosystems
Attributes & Leadership Competencies
- Trusted Advisor
- Accountable
- Intellectually Curious
- Collaborative
- Customer-Obsessed
- Adaptable
- Driven
*Hybrid: 4 days in office