Regional Account Manager (SaaS)

TL;DR

Regional Account Manager (SaaS): Managing day-to-day account health and long-term strategy for a student transportation marketplace with an accent on retention, expansion, and enterprise growth. Focus on executing Challenger-led selling, coordinating cross-functional teams, and managing high-stakes relationships with school districts.

Location: Remote, but must be based in the Los Angeles, CA area with 2-3 days of on-site client visits per week

Salary: $85,000 - $90,000 base / $130,000 - $140,000 OTE

Company

A Series D AI-forward company providing safe supplemental student transportation via a vetted CareDriver marketplace.

What you will do

• Own retention, expansion, and overall account health for a Tier 2 book of business.
• Conduct on-site client visits 2-3 days a week to foster relationships and deepen engagement.
• Execute district-level growth strategies using structured discovery and Challenger methodology.
• Lead renewals, expansions, and structured pricing negotiations.
• Partner cross-functionally with Product, Operations, Finance, and Support to optimize offerings.
• Identify product-level gaps and strategies for product penetration by account.

Requirements

• 5+ years of experience in Account Management, Customer Success, or Consultative Sales in SaaS, marketplace, or logistics.
• Proven ownership of retention and expansion revenue.
• Must be based in the Los Angeles, CA area.
• Advanced CRM discipline and data fluency (Salesforce or equivalent).
• Experience managing complex, multi-stakeholder enterprise accounts.
• Strong executive communication and presentation skills.

Nice to have

• Experience in education, government, or regulated markets.
• Background in transportation, logistics, or marketplace platforms.
• Familiarity with Challenger or similar insight-led sales methodologies.

Culture & Benefits

• Equity stock options for all full-time employees.
• Comprehensive medical, dental, vision, and life insurance.
• 401(k) and FSA plans.
• Flexible vacation policy.
• AI-forward environment with investment in tools and training.