Account Manager

About Panorays

Panorays is a company dedicated to reducing supply chain cyber risk so companies worldwide can quickly and securely do business together. We provide a comprehensive third-party cybersecurity solution that creates a new business world where cybersecurity isn’t just a necessary business cost but an integral driver of growth. With Panorays, our customers’ defenses constantly evolve with their risk landscape, enabling companies to scale confidently with a solution that grows as they do.

About the Account Manager Role

We are looking for a talented, highly motivated Mid-Market Account Manager (AM) to manage our global mid-market accounts. This role focuses on owning and nurturing relationships with decision-makers, driving upsells and expansions, and ensuring seamless renewals across a diverse and dynamic customer base worldwide.

The successful candidate will build trusted partnerships with customers, expand Panorays’ reach within their organizations, and proactively address needs to maximize satisfaction, retention, and growth. This position requires strong relationship-management skills and commercial acumen to help mid-market customers realize the full value of Panorays. The AM will report directly to the Director of Account Management.

Key Responsibilities

• Build and nurture strong relationships with decision-makers across assigned mid-market accounts, addressing risks proactively to ensure satisfaction and retention.
• Identify upsell and expansion opportunities, drive renewals, and negotiate contracts to secure long-term partnerships.
• Expand Panorays’ presence across customer organizations by engaging stakeholders and uncovering broader needs.
• Partner with Customer Success Managers (CSMs) to resolve challenges, translate customer insights into actions, and deliver value-driven solutions.
• Advocate for customer needs internally, ensuring alignment across teams and continuous improvement of the customer experience.
• Monitor customer environments to identify potential issues and ensure seamless platform usage.
• Prepare and lead account reviews and presentations, demonstrating business value and strategizing future initiatives.

Required Experience & Skills

• 2–4 years of experience in account management or a related role in a B2B enterprise or mid-market SaaS environment.
• At least 2 years of experience in the Cybersecurity domain, with hands-on exposure to TPRM, GRC, Privacy, or Compliance frameworks.
• Proven success in driving upsells, renewals, and expansions while meeting or exceeding revenue targets.
• A solid understanding of numbers, business strategies, and how to align solutions with customer goals.
• Familiarity with third-party risk management, cybersecurity, or GRC is a plus.
• Proficiency in tools like Salesforce, Gong, LinkedIn Sales Navigator, and other CRM and sales enablement tools.
• Strong interpersonal and relationship-building skills, with a proven ability to manage multiple customer accounts.
• Excellent presentation and communication skills, including experience engaging with senior stakeholders.
• Self-motivated, adaptable, and eager to thrive in a fast-paced, collaborative environment.

About You: Ideal Candidate Profile

• Results-Driven – You are motivated by goals and thrive on driving customer growth and retention.
• Relationship Builder – You enjoy engaging with customers, understanding their needs, and fostering long-term partnerships.
• Strategic Thinker – You can see the big picture, align customer goals with Panorays’ solutions, and drive revenue expansion.
• Problem Solver – You proactively identify challenges and find creative ways to resolve them.
• Strong Communicator – You excel in presenting ideas, leading account reviews, and engaging with senior stakeholders.
• Self-Starter – You take initiative, manage priorities effectively, and thrive in a fast-paced environment.
• Adaptable & Resilient – You embrace challenges and quickly adjust to evolving customer needs and market dynamics.

Compensation and Benefits

For positions in New York City, we offer an OTE range of $150,000 - $180,000, plus equity, variable/incentive compensation, and benefits. The Account Manager position generally offers a competitive On-Target Earnings (OTE) incentive compensation structure. Please note that the base salary range is a guideline, and individual total compensation will vary based on qualifications, skill level, competencies, and work location. Company benefits include health, dental, and vision insurance, 401(k), and paid leave.

Key skills/competency

• Account Management
• Cybersecurity
• SaaS Sales
• Third-Party Risk Management (TPRM)
• GRC (Governance, Risk, and Compliance)
• Upselling
• Renewals
• Negotiation
• Salesforce
• Client Relationship Management