Account Manager

📋 Description

• • Own the expansion revenue number for a portfolio of 30–40 casino operators who already trust CCT to manage billions in cash and compliance data. You will be the strategic growth driver who turns satisfied users into multi-product power users, adding six- and seven-figure ARR every quarter.
• • Run the full expansion sales cycle—from opportunity discovery through MEDDPICC qualification, business-case creation, procurement, legal redlines, and signature—while keeping renewal risk at zero. Average deal size ranges from $25k to $400k and cycles close in 45–90 days when you orchestrate the right stakeholders.
• • Partner daily with Client Success Managers who own adoption and health scores; together you will map org charts, build success plans, and time expansion plays to coincide with property openings, regulatory changes, or system upgrades. Your shared dashboard in HubSpot will track product adoption heat-maps and whitespace analysis.
• • Establish yourself as the "casino CFO’s favorite phone call" by speaking the language of cage operations, AML compliance, and slot-floor ROI. You will host quarterly business reviews on-site (Las Vegas, Atlantic City, Macau) and remote, presenting ROI dashboards that show how CCT modules reduced labor hours, fines, or cash variances.
• • Build and maintain a living expansion pipeline worth 3× quota in HubSpot, tagging every cross-sell (Analytics, Title 31, Vault), upsell (additional properties), and renewal upside. Forecast weekly with 90 % accuracy and defend your commits in revenue-ops pipeline scrum every Monday.
• • Translate customer pain into product roadmap influence: log feature gaps in Productboard, champion beta programs, and co-author case studies with Marketing that become the backbone of national casino conference campaigns.
• • Collaborate with Revenue Operations to segment customers by gaming revenue, property count, and regulatory jurisdiction; run targeted email sequences and webinar invitations that warm leads before you pick up the phone.
• • Contribute to renewal strategy 120 days before contract end, ensuring expansion ARR is booked and churn risk is mitigated. You will quarterback security questionnaires, SOC-2 evidence, and procurement checklists so renewals close on time and upsells ride the same PO.
• • Mentor junior Account Associates who shadow your calls and learn how to run executive discovery, negotiate multi-year agreements, and navigate tribal-state gaming compacts.
• • Live CCT’s values: be Customer-Oriented by replying to weekend cage-manager texts, Problem-Solving by scripting new KPI dashboards, Driven by chasing the next million in pipeline, Adaptable when a tribal casino suddenly changes gaming regulations, and Teamwork by celebrating wins in our #wins Slack channel.