Territory Account Manager

About the Company

About White Cup White Cup provides industry-focused AI-enabled CRM and Business Intelligence (BI) solutions that help distributors and manufacturers streamline operations, increase margins, and improve customer service. Our products combine deep domain expertise with modern AI and analytics to deliver measurable business outcomes for our clients. We value customer success, teamwork, and continuous improvement.

About the Role

We are hiring a Territory Account Manager to own Net Revenue Retention (NRR) for a defined geographic territory (assigned to one of four regions: West, Central, Northeast, Southeast). This role’s primary focus is retaining and growing existing annual recurring revenue (ARR) by minimizing churn and maximizing expansion within assigned accounts. The Territory Account Manager will also support product adoption and cross-sell Nexus and Managed Services to increase customer lifetime value.

Responsibilities

• Own Net Revenue Retention (NRR) across assigned territory: proactively manage renewals, reduce churn, and close expansion opportunities.
• Manage a book of existing customers and be accountable for ARR performance and monthly and quarterly NRR targets.
• Develop and execute prioritized account plans to drive retention, upsell, cross-sell (Nexus, Managed Services) and product adoption.
• Build strong relationships with customer stakeholders (executive sponsors, IT, operations, procurement) to understand business drivers, risks, and expansion opportunities.
• Conduct regular business reviews and QBRs to align on value delivered, adoption metrics, and next steps.
• Collaborate with Customer Success, Implementation, Product, and Marketing to ensure customers are successful and to surface product feedback and expansion leads.
• Negotiate renewals, contract amendments, and cross-sell agreements; coordinate with Legal and Finance as needed.
• Maintain accurate CRM records (sales activities, pipeline, account plans, contract dates) and provide accurate, timely forecasts.
• Use customer health metrics and usage data to build targeted retention and expansion campaigns.
• Achieve revenue and NRR KPIs while supporting regional sales initiatives and cross-functional projects.
• Travel as required to meet customers and attend regional events.

Responsibilities - Success Metrics / KPIs

• Success metrics / KPIs Net Revenue Retention (NRR) — primary KPI
• Gross Revenue Retention (GRR) and churn rate (logo and ARR churn)
• Expansion ARR (recurring upsell + cross-sell revenue)
• Renewal rate and on-time renewal completion
• Quota attainment (territory ARR targets)
• Customer health/adoption scores and CSAT/NPS where applicable (shared customer outcomes)
• Pipeline coverage and forecast accuracy

Qualifications

• Required qualifications Proven experience (3+ years) in CRM, BI, or related B2B software account management, customer success, or territory/account sales focused on retention and expansion.
• Demonstrated track record of achieving NRR/renewal/upsell targets.
• Strong consultative selling skills and experience selling software and/or professional services.
• Excellent communication, presentation, and executive relationship-building skills.
• Comfortable analyzing usage/health data and BI insights to drive account strategies.
• Experience with CRM tools and sales enablement platforms.
• Ability to travel within assigned region.

Preferred Skills

• Preferred qualifications Experience in the distribution/manufacturing or related verticals.
• Familiarity with White Cup product suite (or ERP/CRM integrations).
• Experience leading QBRs, renewal negotiations, and contract amendments.
• Experience selling AI-enabled software and explaining how its capabilities address customer needs.
• Established contacts within the distribution industry.
• Experience closing cross-sell opportunities or selling managed services.

Equal Opportunity Statement

White Cup is committed to creating a diverse environment and is proud to be an equal opportunity employer. All qualified applicants will receive consideration without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status.