Note: The job is a remote job and is open to candidates in USA. Veriff is a company dedicated to creating a safer online world, and they are seeking a Principal Account Manager to manage their largest and most strategic customers across North America. This role involves guiding customers through their journey, maximizing the value of Veriff's solutions, and identifying growth opportunities to drive retention and revenue.
Responsibilities
- Own and operate a portfolio of strategic accounts with full accountability for retention, growth, customer outcomes, and long term partnership health, acting as the CEO of the business within each account
- Build trusted executive and day to day relationships with customers to strengthen alignment, advocacy, and long term loyalty
- Drive net dollar retention through expansion, renewals, increased product utilization, and identification of new use cases across the customer base
- Develop a deep understanding of each customer’s business model, priorities, success metrics, and evolving needs to proactively shape account strategy
- Expand relationships by consistently bringing forward solutions, products, and ideas that help customers achieve their objectives and realize greater value from Veriff
- Serve as the strategic quarterback across internal teams, partnering closely with Account Executives, Solutions Engineers, Support, Product, Engineering, Marketing, and Operations to align resources and drive outcomes
- Lead complex customer initiatives from concept through execution, especially in nonstandard or highly customized motions where there is no rinse and repeat playbook
- Identify process gaps, friction points, and recurring customer needs, then help build new processes, playbooks, and scalable solutions that improve the customer experience and internal execution
- Own escalations and business critical issues with urgency, strong judgment, and clear communication to protect trust and drive resolution
- Use data and analytical tools to assess account performance, uncover opportunities, monitor risks, and guide strategic decisions
- Clearly communicate progress, risks, opportunities, and strategic plans to internal leadership and external stakeholders
- Act as the voice of the customer internally while balancing commercial priorities and long term partnership value
Skills
- 10+ years of Account Management experience within the SaaS industry
- 3+ years in a Strategic Account Manager or Principal Account Manager role supporting strategic channel customers with $1M+ ARR relationships
- Proven success managing global enterprise and strategic customers within a reseller or channel motion
- Demonstrated track record of meeting or exceeding quota while maintaining strong customer satisfaction and advocacy
- Proven ability to partner with customers and internal stakeholders to increase product utilization and drive net dollar retention
- Strong experience working cross functionally with Account Executives, Solutions Engineers, Support, Product, and Engineering teams to drive adoption and maintain a closed feedback loop with customers
- Experience using analytics, dashboards, and data driven decision making to improve account performance and business outcomes
- Exposure to or training in a structured sales methodology (e.g., Winning by Design, MEDDIC, Challenger) and can apply it to drive customer value
- Experience working within a global scaleup or startup environment, with the ability to thrive in fast changing, high growth, and evolving operating models
- Experience working for a global scaleup/startup
- Previous AM/CSM experience within the IDV/IDVaaS industry
Benefits
- Full-remote job within our eligible locations in the USA (please see above)
- Extra recharge days per year on top of your annual vacation days
- Stock options that ensure you share in our success
- 401(k) matching
- Extensive, medical, dental, and vision insurance to ensure you're feeling great physically and mentally
- Learning and Development and Health & Sports budgets that you are free to tailor to your own needs
- Four weeks of fully paid sabbatical leave after reaching your 5th work anniversary
Company Overview
Veriff is an identity verification company that protects businesses and customers from online identity fraud. It was founded in 2015, and is headquartered in Tallinn, Harjumaa, EST, with a workforce of 201-500 employees. Its website is https://veriff.com.