Account Manager

As an Account Manager on Checkr’s Mid-Market team, you will own a book of commercial customer accounts and be directly responsible for retaining and growing revenue through renewals and expansion. You will manage the full commercial lifecycle for your accounts—from renewal execution to identifying and closing upsell opportunities—while partnering closely with Customer Success Managers to ensure a unified account team approach.

This is a high-volume, high-activity role. You will manage a significant number of accounts simultaneously, which means success depends on your ability to prioritize ruthlessly, maintain disciplined pipeline hygiene, and drive commercial outcomes through data and process rather than heroics on individual deals.

• →Own Revenue Retention & Growth. You will carry a quota tied to gross revenue retention and net expansion for your book of business. This means executing timely renewals at terms that reflect the value Checkr delivers, identifying expansion opportunities within existing accounts, and closing them. You will be expected to understand the unit economics of your deals—not just top-line revenue, but pricing structure, volume trends, and product mix—and negotiate accordingly.
• →Drive a High-Volume Pipeline. Your book will include a large number of accounts at various stages of their commercial lifecycle. You must maintain rigorous Salesforce hygiene, accurate forecasting, and timely deal progression. You will manage dozens of active renewal and expansion opportunities at any given time, which requires systematic pipeline management rather than ad hoc deal tracking.
• →Partner with Customer Success. You will work in a paired model with Customer Success Managers who own relationship health and value realization. Your role is to translate that customer health and engagement into commercial outcomes. When a CSM identifies an expansion opportunity or flags a risk, you act on it commercially. When you’re negotiating a renewal, you lean on the CSM’s relationship context to inform your approach.
• →Negotiate on Value, Not Price. Checkr’s products deliver measurable improvements in speed, accuracy, and compliance for our customers’ background check programs. You will be expected to anchor commercial conversations in the ROI and business value Checkr provides rather than defaulting to discounting. You will build and present business cases that quantify value for your customers and defend pricing that reflects it.
• →Surface Customer & Market Intelligence. Through your commercial conversations, you will develop a frontline understanding of competitive dynamics, product gaps, and customer needs. You are expected to synthesize and communicate this feedback to Product and leadership in a structured, actionable way—not just pass along one-off requests.

• 3+ years of account management, customer success with a commercial component, or B2B SaaS sales experience managing renewals and/or expansion revenue.
• Demonstrated ability to manage a high-volume book of business; you are comfortable operating across many accounts simultaneously without losing track of details or deadlines.
• Strong command of Salesforce (or equivalent CRM) for pipeline management and forecasting. You manage your business through data, not gut feel.
• Experience negotiating commercial terms grounded in value and ROI rather than just matching competitor pricing.
• Ability to partner effectively with cross-functional teams (Customer Success, Support, Product) to drive commercial outcomes.
• Clear, concise written and verbal communication skills. You can build a business case, write a deal memo, and present to a customer executive.
• An A-player mindset with a strong bias for action: you raise the bar, move with urgency, stay resilient through ambiguity, and take ownership to deliver meaningful outcomes.
• Willingness to travel up to 10% of the time.

• Experience in HR technology, background screening, identity verification, or compliance-adjacent industries.
• Familiarity with consumption-based or usage-based pricing models.
• Experience using Gong or similar conversation intelligence tools to inform deal strategy.

We use geographic cost of labor as an input to develop ranges for our roles and as such, each location where we hire may have a different range. If this role is remote, we have listed the top to the bottom of the possible range, but we will specify the target range for an exact location when you are selected for a recruiting discussion. For more information on our compensation philosophy, see our website.