Account Executive - Renewals
SPINS · AI & data
Remote (US)
CSM$135k OTEGrowth stage
Still open · posted 4 months ago
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Senior Manager, Customer Solutions Engineering - Strategic Accounts
FullStory · AI & data
Hybrid, 1 days/week in office: Atlanta; must live Commutable distance to Atlanta, GA office
Customer success
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At a glance
What you'd actually do: Lead and coach a team of 4-6 customer solutions engineers who own technical health, renewals and expansion for Fullstory's largest accounts.
Pay
Not listed
No pay figures in posting
Where you work
Hybrid, 1 days/week in office: Atlanta; must live Commutable distance to Atlanta, GA office
Selling to
digital and product teams
Experience asked
5+ years
Your game plan for this job
0 of 5 doneMost people just hit Apply. Do these first and you show up with someone on the inside.
- 1Pick 2–3 people at FullStoryWe found 29 current reps: 4 SDRs, 15 AEs, 1 SDR managers. SDRs reply the most; they were in your shoes recently. See them ↓
- 2Send a short, curious noteAsk about their experience, not for a referral. We write it for you, with the role and what FullStory sells.
- 3Have a 15-minute chatGood questions for this role:
- What does a normal day look like for you?
- How did you land the job? What stood out in your interviews?
- How is the team doing on quota? What separates the people who hit it?
- How long do SDRs usually stay before moving up to AE?
- 4Apply, ideally with a referralIf the chat went well, ask if they'd refer you or point you to the hiring manager. Then apply and let them know so they can flag it.
- 5Prep for the role playSDR interviews almost always end in a mock cold call. Practice with the FullStory cheat sheet and the role-play guide.
Talk to someone at FullStory before you apply
A friendly message to a current rep is the best way to stand out. Ask about their experience, not for a referral.
Full job description
This is a hybrid position requiring in-office attendance one day per week at our Atlanta office. Candidates must reside within a commutable distance to be considered.
As Senior Manager of Customer Solutions Engineering for Strategic Accounts, you lead the team of CSEs responsible for Fullstory's largest and most complex customer relationships. Your team sits at the intersection of Customer Success and Solutions Engineering: they own technical health post-sale, drive adoption depth, and are the senior technical partners on every renewal and expansion conversation.
You are actively involved in account strategy for the highest-stakes situations — escalations, at-risk renewals, and C-suite relationships that require a manager's presence. Your primary output is the performance of your team: you develop the CSEs who carry these accounts, build the playbooks that make the work repeatable, and partner with Sales leadership to ensure technical excellence translates into business outcomes.
In a typical day, you might:
Lead and develop the team.
Coach 4–6 Strategic CSEs on executive presence, technical depth, and value realization across the most complex accounts in the business — and own hiring, onboarding, and performance management for the tier. You scale through others: your instinct is to build playbooks and develop people, not to own accounts yourself.
Own the team's NRR contribution.
Track renewal risk, expansion pipeline, and technical health across the collective Strategic book. You know where every at-risk account stands and have a plan for each.
Step in where it matters most.
Act as the senior technical voice on escalating risk, stalled expansions, and executive relationships that need leadership attention — with the depth to earn the trust of a customer's VP of Engineering, not just their day-to-day admins.
Partner with Sales leadership as a peer.
Align with Strategic AEs and their sales managers on account prioritization and territory strategy, matching CSE capacity to the highest-value commercial opportunities. You speak the revenue mechanics — renewal timing, NRR vs. GRR, RPS — fluently.
Build the systems that create consistency.
Systematize renewal narratives, POC/PoV frameworks, QBR structures, and the value delivery framework — quantifying "Value Delivered," persona expansion, and MAU growth as leading indicators of account health. You're not comfortable when quality depends on individual heroics.
Drive growth motions and AI-powered capacity.
Coach the team on tech consolidation plays, beta and product-feedback loops, and the advocacy pipeline — while leading adoption of AI and MCP-powered workflows that expand team capacity without sacrificing quality.
Here’s what we’re looking for:
5+ years of experience in Customer Success, Sales Engineering, or Technical Account Management, with at least 2 years managing a technical customer-facing team.
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