Mid-Market Account Manager

Flashpoint is the pioneering leader in threat data and intelligence. We empower commercial enterprises and government agencies to decisively confront complex security challenges, reduce risk, and improve operational resilience amid fast-evolving threats. Through the Flashpoint Ignite platform, we deliver unparalleled depth, breadth, and speed of data from highly relevant sources, enriched by human insights. Our solutions span cyber threat intelligence, vulnerability intelligence, geopolitical risk, physical security, fraud, and brand protection. The result: our customers safeguard critical assets, avoid financial loss, and protect lives.

Are you a customer-centric Mid-Market Account Manager with a passion for helping organizations realize and maximize the value of their threat intelligence solutions? In this individual contributor role, you will be a key driver of customer retention and expansion, ensuring our commercial Mid-Market clients successfully leverage Flashpoint's intelligence to confront complex security challenges and protect their critical assets and people. If you are ready to make a real-world impact by building deep, high-value partnerships and guiding clients through the strategic use of threat intelligence, we want to hear from you.

Key Responsibilities:

• Cultivate long-term, trusted relationships with key stakeholders and champions, using a customer-centric partnership approach.
• Craft strategic, complex multi-year renewal and expansion agreements.
• Successfully negotiate software and services contracts with procurement teams, focusing on mutually beneficial value.
• Collaborate and communicate effectively with technical and non-technical colleagues across all organizational levels.
• Maximize the use of CRM capabilities and emerging account management tools to monitor customer health.
• Exceed ambitious retention and expansion targets while addressing customer challenges.

What You Will Do:

• Ensure a smooth post-sale handoff, establish clear success metrics, and drive value realization and feature adoption across the client's team.
• Proactively manage the renewal pipeline, articulate the ROI of Flashpoint solutions, and mitigate churn risk to secure long-term contracts.
• Identify and qualify new use cases, services, and Flashpoint products (e.g., CTI, PSI, VulnDB) to expand the footprint and value delivered within the account.
• Continuously track engagement, satisfaction, and Net Promoter Score (NPS), proactively addressing any signals of potential risk or dissatisfaction.
• Maintain regular, high-touch communication with key decision-makers and end-user champions to reinforce partnership value and strategic alignment.
• Drive consultative conversations, translating Flashpoint's products and outcomes into tangible business value for the client.

Milestones:

• Within 30 days:

  • Complete product training and be assigned your book of business.
  • Conduct initial strategic outreach to key stakeholders and champions.
  • Reach out to your network to introduce Flashpoint.

• Within 60 days:

  • Understand and articulate the full Flashpoint product and service portfolio.
  • Establish Customer Health Monitoring processes for your accounts, defining key engagement metrics and cadence.

• By 90 days:

  • Partner with the Strategic Advisory team to conduct initial Executive Business Reviews (EBRs).
  • Identify the first expansion opportunities (upsell/cross-sell).
  • Develop renewal strategies for accounts within the next 12 months.

Qualifications:

• A proven track record of success in Account Management, customer success, or consultative sales within the B2B SaaS industry, ideally in cybersecurity or threat intelligence.
• Expertise in managing complex customer relationships, securing renewals, and driving organic growth within large enterprise accounts.
• A passion for helping companies keep their customers, employees, and infrastructure safe from cyber and physical threats.
• A desire to not only manage accounts but also own expansion and renewal deals to close.