Druva
Data Security
AccountManager-SMB
Neural analysis suggests this role is
optimal for Mid candidates.
“Account Manager - SMB at Druva. Skills: Renewals process ownership, Customer retention, Revenue expansion, Upsell/Cross-sell identification, Account planning. Own, drive, and lead the renewals process. Actively engage with key decision-makers to identify customer requirements and uncover roadblocks”
What You'll Achieve.
Deliver market leading retention rates; Achieve expansion through cross-sells & upsells; Secure more revenue prior to subscription expiration date; Remove risk of churn; Remove barriers to customer retention; Deliver a high value customer experience at time of renewal; Maximize customer growth; Ensure strategic long-term value
Industry & Context.
Work hours will be 5 pm to 2 am or 6pm to 3am IST
What They're Looking For.
Must Have
3+ years of Technical Sales / Customer Success / Account Management experience preferably within an Enterprise SaaS organization, Solid understanding of Enterprise SaaS applications and collaboration technology, Consistent track record of achieving personal and team goals, History of thriving in a rapidly-changing environment, Ability to grow business in a strategic manner, i. e. creating new processes and initiatives, Bachelor degree required
Nice to Have
Data Backup/Data Protection/ Storage or SaaS sales experience, Customer Success/Service background, Formal training in a recognized sales methodology, Prior experience using Salesforce
What You'll Do.
and lead the renewals process
Actively engage with key decision-makers to identify customer requirements and uncover roadblocks
Maintain and report an accurate rolling 90-day forecast of renewals
Negotiate and execute renewal contracts
Discover and identify upsell/cross-sell opportunities
Develop playbook for renewal engagement
Build an account plan with cross-collaboration teams
Break into new lines of business groups within defined accounts
Map Druva solutions to customer requirements
Leverage technology alliance partners and VARs
Create/Manage a sales funnel of opportunities
Arrange and help conduct initial product demonstrations and presentations
Ongoing account management
Work reactively on cancellation requests
Close out opportunities
Propose and build processes for automation of renewal workflow
Act as liaison between Finance
Assist the Billing team with collections
How You'll Work.
Team & Collaboration
Collaborate with the broader customer success team; Build an account plan with the respective cross-collaboration teams (Renewals, Customer Success, etc.); Leverage technology alliance partners like AWS and other VAR’s like CDW/SHI etc. to build the account plan and navigate the account; Act as liaison between Finance, Sales, and Customers
Full Job Description
About Druva You won’t just join a company at Druva, you’ll help shape the future of data security at the moment it matters most. We are building a modern standard with our cloud-native solutions, designed to simplify the toughest challenges in cyber resilience for our customers. As the pioneer and market leader in fully managed SaaS data protection, we help organizations secure and recover their data from ransomware, cyberattacks, and operational disruptions without the complexity, cost, or risk of legacy infrastructure. Our momentum is backed by the market: Druva was named a Leader in the 2025 Gartner® Magic Quadrant™ for Backup and Data Protection Platforms, a Leader in the 2025 IDC MarketScape for Cyber-Recovery, and a Leader & Outperformer in the 2025 GigaOm Cloud Data Protection Radar. Even better, customers validate that leadership every day through strong Gartner Peer Insights ratings, standout Net Promoter Scores (NPS), and top willingness-to-recommend results. Visit druva.com and follow us on LinkedIn, X and Facebook. About Role: We are on the hunt for a passionate and hungry SMB Account Manager. This role acts as a key individual contributor on a Sales team that consistently delivers market leading retention rates and expansion through cross-sells & upsells. The team you’ll join is a culmination of individuals who are passionate about customer loyalty committed to bringing the right people together with the intention of securing and growing our revenue. Your ability to drive business processes, manage heavy transaction workloads with keen attention to detail, and build automation into our workflow will enable the team to secure more revenue prior to the subscription expiration date ultimately removing the risk of churn. You are driven, curious, intelligent and deeply passionate about your craft. You will remove barriers to customer retention and collaborate with the broader customer success team to deliver a high value customer experience at time of renewa
Applying for this Account Manager - SMB role?
Most applicants get filtered before a human reads their resume. See if yours makes the cut.
ANONYMOUS · UNFILTERED
What do employees actually say about Druva?
Real rants from real employees. Read before you apply.