Account Partner

Tray AI Limited

Job Overview

Location

Remote US

Job Type

Full-time

Full Job Description

📋 Description

• Own the end-to-end renewal process for assigned accounts, including preparing renewal packs and initiating customer contact 90+ days before contract expiry to ensure on-time renewals.
• Manage quoting, order forms, and document execution for renewals, expansions, and contract modifications using approved tools and workflows.
• Identify and escalate early risks related to customer churn, contraction, or expansion opportunities to support accurate forecasting and strategic decision-making.
• Combine automated renewal messaging with personalized customer outreach to assess renewal intentions and build rapport during routine contract discussions.
• Serve as the primary point of contact for non-sales customer inquiries related to billing, contract terms, and product usage, directing customers to appropriate resources while keeping Account Executives focused on new business.
• Meet directly with customers on renewal conversations, ensuring seamless communication and alignment with Account Executives, who are included in all relevant communications and meetings.
• Build and maintain pricing illustration sheets to support deal strategy, including pro-rata calculations, co-termed agreements, and renewal uplift adjustments within approved parameters.
• Ensure 100% accuracy of CRM data by updating churn status, run-rate upsell metrics, customer health scores, and opportunity stages based on direct customer interactions.
• Manage the Tray organization lifecycle for assigned accounts, including provisioning, deprovisioning, and add-on management to align with contractual changes.
• Provide operational and pricing support to Account Executives for in-flight deals, contributing to deal structuring and strategy alongside the sales team.
• Act as the liaison between sales and finance teams, exercising discretion on concessions such as payment terms and invoice frequency within defined guidelines.
• Coordinate with legal counsel to review contract redlines, ensure compliance with company policies, and maintain alignment on final contract terms.
• Maintain transparency and accountability by documenting all customer interactions and operational updates in the internal Slack channel.
• Leverage AI tooling (e.g., Claude suite) to accelerate workflows, improve data accuracy, and increase efficiency in renewal and deal operations tasks.
• Utilize knowledge of iPaaS platforms, automation tools, or coding to streamline operational processes and enhance system efficiency.
• Contribute to team goals including 100% account coverage, 100% on-time renewals, achieving net dollar retention targets, and enabling Account Executives to focus on strategic selling and new business acquisition.

🎯 Requirements

• 2+ years of experience in account management, deal operations, renewals management, or a similar customer-facing operational role within a SaaS environment.
• Strong contract negotiation skills and solid understanding of SaaS pricing models, entitlements, and renewal mechanics.
• Proficient with CRM systems (Salesforce preferred), CPQ tools, and contract management platforms (e.g., DocuSign).
• Proven proficiency in spreadsheet modelling and data analysis; comfortable manipulating complex data sets to support pricing and forecasting.
• Exceptional attention to detail in deal structuring, data accuracy, and financial calculations (e.g., pro-rata pricing, co-termed agreements).
• Excellent verbal and written communication skills with ability to engage customers and collaborate across internal teams.

🏖️ Benefits

• Opportunity to work in a fast-paced, open, and transparent culture built on performance, friendship, and mutual support.
• Access to endless learning and growth opportunities in a dynamic, AI-driven SaaS environment.
• Supportive team environment where collaboration, generosity, and trust are core values.
• Inclusion in a diverse and equitable workplace that encourages all applicants without discrimination based on race, religion, color, national origin, gender, sexual orientation, age, marital status, or disability status.
• Reasonable accommodations provided for individuals with disabilities during the application and interview process.
• Expectation and support to use AI tooling (e.g., Claude suite) as a force multiplier to enhance productivity and focus on high-value activities.

Skills & Technologies

Remote

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Tray AI Limited

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About Tray AI Limited

Tray AI Limited is a London-based software company that develops a low-code, AI-enabled integration and automation platform. The platform lets enterprises connect cloud applications, databases, and APIs, orchestrate data workflows, and embed AI agents without extensive engineering resources. It targets revenue operations, finance, and IT teams needing scalable, secure automation across SaaS stacks. Founded in 2012, the company serves mid-market and Fortune 500 customers worldwide.

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