What are the responsibilities and job description for the Account Growth Manager position at Mend.io?
Why Mend.io
We are redefining how modern organizations secure software from open source and custom code to AI-generated components. As the creators of the first AI Native AppSec Platform, we help global enterprises stay safe, fast, and compliant in an era of AI-driven development. Our platform combines intelligent automation, deep risk visibility, and developer-first experiences, shaping the future of application security.
We are also committed to building a collaborative, empowering workplace. If you are excited about this role but do not meet every requirement, we encourage you to apply. Your perspective could be exactly what we need!
As an Account Growth Manager, you own the customer relationship end-to-end. Starting from ensuring our customers are getting real, measurable value out of our offerings, to securing the renewals and identifying where Mend can go deeper in each environment. You will carry a book of 40-55 accounts and be accountable for both gross retention and expansion revenue.
What Success Looks Like In Your First 6 Months
You have completed health reviews on your entire book, identified the top 10 accounts at risk and have active mitigation plans in place, closed your first quarter of renewals on or above target, and sourced at least two expansion opportunities from technical conversations, not from sales pitches.
What You Will Own
At Mend.io, we are leading the way in securing AI-powered applications, and we believe the best innovations come from teams where everyone feels valued. We are committed to a workplace built on respect, trust, and growth, where learning and flexibility empower people to do their best work.
We are redefining how modern organizations secure software from open source and custom code to AI-generated components. As the creators of the first AI Native AppSec Platform, we help global enterprises stay safe, fast, and compliant in an era of AI-driven development. Our platform combines intelligent automation, deep risk visibility, and developer-first experiences, shaping the future of application security.
We are also committed to building a collaborative, empowering workplace. If you are excited about this role but do not meet every requirement, we encourage you to apply. Your perspective could be exactly what we need!
As an Account Growth Manager, you own the customer relationship end-to-end. Starting from ensuring our customers are getting real, measurable value out of our offerings, to securing the renewals and identifying where Mend can go deeper in each environment. You will carry a book of 40-55 accounts and be accountable for both gross retention and expansion revenue.
What Success Looks Like In Your First 6 Months
You have completed health reviews on your entire book, identified the top 10 accounts at risk and have active mitigation plans in place, closed your first quarter of renewals on or above target, and sourced at least two expansion opportunities from technical conversations, not from sales pitches.
What You Will Own
- Renewal pipeline and quota: forecast accurately, close on time, and document risks early
- Expansion revenue: identify upsell and cross-sell opportunities through technical discovery and surface them into a deal
- Account health: run regular business reviews, track adoption and utilization metrics, and flag churn signals before they escalate
- Technical enablement: serve as a knowledgeable resource on how Mend fits into a customer's SDLC; you don't need to be an engineer, but you need to speak the language
- Escalating customer issues with support and engineering
- Voice of customer: translate what you are hearing in the field into structured feedback for Product and Engineering
- 3-6 years in a customer-facing role that combined relationship management with a commercial outcome (CSM with renewal quota, Renewal AM, Technical Account Manager, or similar)
- Experience managing the full renewal motion: forecasting, negotiating, and closing
- Comfortable navigating technical conversations about DevSecOps, CI/CD pipelines, or software security. You don't need to code, but you need fluency
- Proven ability to identify and progress expansion opportunities from within an existing customer base
- Strong written and verbal communication; can flex between an engineering audience and a VP in the same day
- Familiarity with SCA, SAST, or application security tooling
- Experience with SDLC tools (GitHub, GitLab, Jenkins) or cloud environments (AWS, Azure, GCP)
- Background in B2B SaaS security or developer tooling
At Mend.io, we are leading the way in securing AI-powered applications, and we believe the best innovations come from teams where everyone feels valued. We are committed to a workplace built on respect, trust, and growth, where learning and flexibility empower people to do their best work.