Overview
About Us: Trail is the context layer AI agents run on. We're building the missing layer between your company's rules, exceptions, and institutional knowledge and the agents trying
Full job description
About Us: Trail is the context layer AI agents run on. We're building the missing layer between your company's rules, exceptions, and institutional knowledge and the agents trying to act on them. It's a governed graph that lets any agent or platform, including Trail agents, make the right call on your most complex business processes. Agents today fail not because models are weak, but because they're never given the judgment a business builds up over years. We're fixing that. The Role Nanonets is seeking an Enterprise Account Manager to own Enterprise customer relationships, with a strong focus on upsell, expansion, and renewal. This role sits at the critical intersection of post-sale execution and revenue growth. You'll engage customers early in their journey, build the account relationship in partnership with the Customer Success Manager, and drive both expansion and retention across your book of business. Primary KPI: Net Revenue Retention (NRR), driven through expansion ARR and on-time renewal close. Roles and Responsibilities:
- Own a book of enterprise accounts from POC kickoff through renewal, building the commercial relationship and executive alignment
- Partner closely with the Customer Success Manager (CSM) as your first resource for product support, demos, and early expansion discussions before engaging Engagement Manager or Solutions
- Proactively identify and execute upsell opportunities (expanded use cases, higher volumes, additional workflows or teams)
- Own renewal outreach and negotiation beginning 5 months before renewal date, using the health narrative delivered by the CSM
- Build and maintain multi-threaded relationships with economic buyers and executive stakeholders, not just day-to-day operational contacts
- Partner closely with Solutions, Product, and Sales to align customer needs with long-term growth opportunities
- Run commercial conversations including pricing, packaging, expansion scope, and contract terms
- Maintain clear visibility into pipeline health, renewal timelines, and expansion opportunities
- Track and report on key metrics including expansion ARR, renewal rate, and NRR Requirements and Skills
- 3+ years of experience in Account Management, Consulting, ideally in SaaS, AI, or automation
- Experience driving expansion or growth within existing customer accounts
- Proven ability to run commercial conversations and negotiations
- Comfortable working alongside technical or solutions-led teams
- Strong stakeholder management and communication skills, including experience navigating executive relationships
- Thrive in a fast-paced, ambiguous startup environment Nice to Have
- Experience working with AI, workflow automation, or API-driven products
- Familiarity with usage-based or value-based pricing models
- Background in mid-market or high-velocity enterprise sales motions This role offers an OTE of €80,000–€90,000 per year, comprising base salary and performance-based variable compensation.
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