Key Account Manager

Make your impact within a rapidly growing Fintech Company

BILL is a leading financial operations platform for small and midsize businesses. As part of our FY27 One BILL strategy, Post-Sales is unifying our accounts payable/receivable (AP) and Spend & Expense organizations into a single team with one customer journey and one North Star: BILL Net Revenue. The Key Account Manager is at the center of that strategy — owning BILL's highest-value enterprise relationships and operating as a trusted executive advisor with full autonomy over retention, expansion, and the long-term success of a portfolio of our most strategically important customers.

In this role you will:

• Own a portfolio of BILL's highest-value enterprise accounts, serving as a trusted advisor at the executive and C-suite level with strategic influence over how customers think about the BILL platform as part of their long-term financial infrastructure.
• Maintain deep, multi-stakeholder relationships across all accounts — including executive and C-suite contacts — anticipating churn risks from spend pattern changes, stakeholder shifts, or competitive signals, and addressing them before they surface as formal issues.
• Lead retention initiatives with full autonomy, involving Executive Sponsors and cross-functional partners — including Sales, Product, Underwriting, Risk, and Finance — when the situation warrants, coordinating multi-department efforts independently.
• Own the most complex renewal and churn management CTAs, drive strategic contract negotiations, and maintain full coverage across your portfolio without manager involvement in standard execution.
• Orchestrate executive-level Business Reviews centered on mutual business outcomes — shaping the agenda, engaging the right internal stakeholders, and using each session as a strategic tool to deepen the partnership and advance shared goals.
• Manage a high-value expansion pipeline with precision — forecasting, prioritizing, and executing complex cross-sell, subscription expansion, and transaction revenue growth opportunities at the highest level of sophistication.
• Serve as a credible internal voice of the customer, bringing accurate and thorough customer insights into product and strategy discussions that influence roadmap prioritization. Document customer context to enable seamless cross-functional coverage.
• Mentor P3 and P4 teammates through complex situations — including conflict resolution, expansion strategy, and executive relationship management — building the broader team's capability and raising the execution standard.

We'd love to chat if you have:

• 10+ years in customer-facing, revenue-owning SaaS roles, with a track record of managing high-value enterprise accounts with full autonomy and delivering results on retention and expansion without escalation to management.
• Demonstrated ability to build and maintain C-suite relationships, lead strategic contract negotiations, and orchestrate multi-stakeholder executive business reviews as a strategic tool — not just a reporting exercise.
• Expert-level financial fluency — you deeply understand what matters to CFOs, controllers, and finance teams, and can advise them using compelling business arguments beyond just the BILL platform.
• Strong product command — you understand integrations, roadmap context, and competitive positioning well enough to advise at an executive level and translate capabilities into business outcome language that resonates with C-suite stakeholders.
• Proven ability to anticipate and get ahead of churn — from competitive signals, stakeholder shifts, and spend patterns — and to independently execute retention before issues escalate to formal problems.
• Experience mentoring early-career CSMs and a reputation as a team-wide execution standard-setter and resource.
• Proficiency with Salesforce and Gainsight, with exceptional organizational skills managing high-volume, high-complexity account documentation and cross-functional workflows.