Most Loved Workplace® Certified JobAccount Manager — Certification Renewals & Tier Upsell
Most Loved Workplace® Certified JobAbout the Role
At Best Practice Institute, a Most Loved Workplace® certified employer in the Research & Consulting space, Where research meets recognition — the home of Most Loved Workplace®.
Own the relationship and the revenue on the existing book of certified Most Loved Workplaces®. Renewals close on time. Tier upgrades (Free → Bronze → Silver → Gold) get surfaced and converted. At-risk accounts get a deliberate save play. The recurring revenue line at Best Practice Institute is the heart of the business. Renewals don't sell themselves, and tier upsells only happen because someone is consistently surfacing them with the customer. This role owns both motions on the existing book — and the difference between a flat renewal book and a growing one comes down to the discipline and commercial instincts of the person in this seat. What you'll do Carry a quota for renewals and tier-upgrade expansion on your assigned book Own renewal motion 90 days ahead of every renewal date: outreach, value review, negotiation, close Actively surface and pursue tier-upgrade opportunities — every customer should know what the next tier unlocks and why it's worth it Run quarterly business reviews (QBRs) for top-tier accounts; document outcomes Maintain commercial relationships with HR, People, and Talent leaders at each account Partner with Customer Onboarding on clean handoff for new accounts and with Customer Engagement on account-health risk plays Maintain disciplined HubSpot hygiene — every account, every renewal date, every next step current Forecast quarterly with accuracy; no surprises at quarter-end What we measure you on Gross renewal rate ≥ 90% on assigned book Tier-upgrade expansion revenue against quarterly quota — the number that matters most Net Revenue Retention ≥ 110% on assigned book by end of year 1 100% CRM hygiene — no stale stages, no missing next steps QBR coverage on top 25% of accounts each quarter Forecast accuracy quarter over quarter What you bring 4–7+ years in B2B SaaS Account Management with both renewal and expansion responsibility Track record carrying and hitting an expansion quota — not just renewing flat Strong commercial instinct on upsell — you spot the signal, frame the value to the customer, and ask for the upgrade without flinching Comfortable selling to HR, People, and Talent leaders at director and executive level HubSpot fluency or equivalent CRM mastery Operational discipline — your CRM tells the truth about your book, always Bonus: HR-tech, employer brand, awards/recognition, or certification industry experience How to apply Send a resume and a short note describing one expansion motion you owned — book size, expansion quota, what you delivered, and one upsell deal you're proud of. No cover letter required.
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Requirements
- 4–7+ years in B2B SaaS Account Management with both renewal and expansion responsibility
- Track record carrying and hitting an expansion quota — not just renewing flat
- Strong commercial instinct on upsell — you spot the signal, frame the value to the customer, and ask for the upgrade without flinching
- Comfortable selling to HR, People, and Talent leaders at director and executive level
- HubSpot fluency or equivalent CRM mastery
- Operational discipline — your CRM tells the truth about your book, always
- Bonus: HR-tech, employer brand, awards/recognition, or certification industry experience
Prefer to apply on the company's career site?
View Original PostingWhy This Is a Most Loved Workplace® Certified Job
Systemic Collaboration
BPI demonstrates structured collaboration through the use of Asana for task tracking, Claude AI for content generation, HubSpot for CRM, and Slack for communication. The team coordinates across multiple roles including content, design, client success, and operations, with clear handoffs and shared visibility into workflows.
"The organization uses Asana to keep all conversations transparent and trackable, ensuring that cross-functional work between content, design, and client success teams stays aligned and nothing gets lost."
— Cross-functional Workflow CoordinationPositive Future
BPI is actively building a new AI-powered content engine, a revamped profile page scoring system, and an automated marketing platform for Most Loved Workplace clients. The organization is transitioning operations in-house, scaling from 3 to 10 to 80 paid clients, and developing real-time employer brand tools that give companies control over their narrative.
"BPI is developing an AI-driven platform that allows companies to control their employer brand in real time, with a scoring system that rewards active participation and gives clients measurable proof of their workplace culture."
— AI-Powered Employer Brand PlatformAlignment of Values
The organization is deeply focused on ensuring that all content, client communications, and platform outputs align with the founder's vision and BPI's core mission of marketing proof-based workplace culture. There is a strong emphasis on QA, critical thinking, and ensuring that outputs reflect authentic client stories rather than generic content.
"BPI's content strategy is built around marketing only what is real — proof points, employee testimonials, and culture signals that are grounded in actual survey data and client outcomes, not generic workplace messaging."
— Proof-Based Culture MarketingRespect
Leadership at BPI emphasizes collaborative input rather than top-down directives, explicitly inviting team members to push back on strategy, question decisions, and contribute their expertise. There is a clear effort to onboard new team members thoughtfully, provide context, and avoid overwhelming them with directives.
"BPI's leadership approach encourages team members to critically evaluate strategy and voice disagreement, treating expertise across roles as essential input rather than expecting blind implementation of directives."
— Collaborative and Respectful Leadership StyleKiller Achievement
BPI is launching a comprehensive new profile page system with a 50/50 scoring model combining employee survey data and public marketing signals, a search checker tool generating AI-powered employer brand assets, and a content engine producing daily multi-channel output for certified Most Loved Workplace clients. The organization is scaling its paid client marketing operations with measurable before-and-after reporting.
"BPI's new scoring methodology combines employee sentiment data with real-time public signals, giving companies a dynamic, actionable score they can improve immediately by activating their Most Loved Workplace certification across digital channels."
— Innovative Workplace Scoring and Marketing SystemWhat It's Like to Work Here
Apply for Account Manager — Certification Renewals & Tier Upsell
Submit your application directly to the Best Practice Institute team. Let them know why you'd be a great addition to their loved place to work.
