Account Manager, Direct Sales

About the Role

Location: Remote, India

We're looking for a seasoned Account Manager to join our SMB team and grow the value Plooto delivers to our existing customer base across North America. This is an individual contributor role: you'll operate with minimal day-to-day oversight, exercise sound judgment on how you run your portfolio, and shape practices that the broader team adopts. Rather than opening new pipeline, you'll own an active book of subscribers, deepening their use of Plooto's AP/AR platform and driving adoption of high-value features like AR Credit Card acceptance.

You'll primarily manage a portfolio of subscribed SMB accounts, identifying expansion and upsell opportunities and guiding customers toward the payment features and rails that deliver the most value for their business, and for Plooto's Non-Float Revenue growth. You're expected to bring your own point of view on how to grow the book, not just execute an existing playbook.

Key Responsibilities

• Own a portfolio of existing Velocity subscribers, building relationships that surface expansion opportunities across the account lifecycle, with minimal oversight on how you prioritize and run your book.
• Drive adoption of high-margin features, in particular AR Credit Card acceptance, and other new product releases, connecting each to the customer's specific cash flow needs.
• Design and run structured account reviews, segmentation, and expansion plays against the existing book, exercising sound judgment against Plooto's broader goals rather than a fixed script.
• Build and refine expansion playbooks and campaigns that other Account Managers can adopt, in partnership with Sales Operations and Marketing.
• Maintain disciplined CRM hygiene in Salesforce, with accurate opportunity stages for expansion deals, timely disposition logging, and quality account notes.
• Partner closely with Product and Marketing, influencing how feature launches and in-app nudges are designed so they convert into real revenue expansion.
• Consistently meet and exceed monthly performance targets including expansion revenue, feature activation rates, and TPV growth per account.
• Mentor newer team members on expansion technique and share learnings from customer conversations to sharpen the team's playbooks.

Qualifications

Must-Have

• 5+ years of B2B SaaS or fintech account management, customer success, or upsell/expansion sales experience, with a consistent track record of hitting expansion targets while operating independently.
• Demonstrated ability to work with minimal oversight: you can design your own approach to growing an account portfolio rather than just following a prescribed motion.
• Proven experience growing revenue within an existing customer base, not just closing net-new logos, including designing or improving an expansion motion or playbook.
• Strong discovery and relationship-building skills; you can identify unstated needs and connect them to the right product feature.
• Hands-on experience with Salesforce or a comparable CRM; you keep your pipeline clean and use data to prioritize your portfolio.
• Excellent written and verbal communication skills in English; confident on the phone and equally effective in async channels.

Nice-to-Have

• Background in payments, accounting software, or financial tools, or prior experience working with accountants and bookkeepers.
• Experience driving adoption of a specific paid feature or add-on within an existing subscriber base (e.g., a payments or fintech add-on).
• Experience with sales engagement tools such as outreach sequencing platforms or VoIP tools like Aircall.
• Experience mentoring or informally guiding more junior account managers or CSMs.