Account Manager, Customs Compliance

JOB TITLE: Account Manager, Customs Compliance FLSA CLASSIFICATION: Exempt DEPARTMENT: Sales - Account Managers REPORTS TO: VP of Sales REVISION DATE: 09/29/2026 SUMMARY: The Account Manager is responsible for driving revenue growth and retention across an assigned portfolio of existing customers. This is a quota-carrying, customer-facing sales role with direct responsibility for identifying, developing, and closing cross-sell, upsell, and renewal opportunities. The Account Manager is expected to proactively engage customers, understand their business operations and strategic priorities, identify opportunities to expand the relationship, and position relevant products and services that deliver measurable value. Success in this role is measured primarily through achievement of revenue targets, expansion of recurring revenue, renewal performance, pipeline development, and effective management of the customer relationship. In addition to commercial responsibilities, the Account Manager serves as a key point of contact for assigned customers and helps set appropriate expectations regarding Support, Professional Services, Implementation, Accounting, and other internal processes. The Account Manager coordinates internal resources when escalations arise while maintaining ownership of the overall customer relationship. Experience in B2B sales and managing a revenue quota is required. Experience within logistics, freight forwarding, supply chain technology, or customs compliance is strongly preferred. DUTIES AND RESPONSIBILITIES: Account Strategy: Own an assigned portfolio of existing customers and develop account strategies designed to increase recurring revenue, strengthen customer relationships, and support retention. Quota Performance: Meet or exceed an individual sales quota through contract renewals, cross-sell, upsell, license expansion, product adoption, transaction growth, and other expansion opportunities. Whitespace Discovery: Proactively identify whitespace and expansion opportunities by conducting discovery and understanding each customer's business operations, challenges, growth plans, and technology needs. Pipeline & Forecasting: Develop and maintain a healthy sales pipeline and provide accurate and timely revenue forecasts. Customer Engagement: Conduct regular customer meetings, business reviews, product discussions, demonstrations, and onsite visits. Stakeholder Alignment: Build and maintain relationships with operational users, managers, economic buyers, and executive stakeholders within customer organizations. Commercial Leadership: Lead commercial conversations, including pricing discussions, contract negotiations, objection handling, and closing. Risk Management: Communicate with key customers to monitor expectations, satisfaction, business needs, and potential risks or opportunities. Cross-Functional Coordination: Serve as the primary relationship owner for assigned customers and coordinate internal resources when escalations involve Support, Professional Services, Implementation, Product, Finance, or Accounting. Expectation Setting: Set clear customer expectations regarding internal processes, service responsibilities, project scope, support interactions, and commercial commitments. Customer Advocacy: Act as a customer advocate internally while balancing customer needs with company policies, contractual obligations, and commercial objectives. Problem Solving: Handle customer inquiries and work cross-functionally to identify appropriate solutions for complex business or operational challenges. CRM Discipline: Maintain accurate and timely account, activity, opportunity, forecast, renewal, and customer information in the company's CRM and other assigned sales tools. Industry Representation: Represent the company at customer meetings, industry conferences, and events as required. As a Sales Representative, you may be assigned monthly, quarterly, and yearly sales targets. Failure to meet these targets may result in th…

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