Account Manager

This is an executive-facing, quota-bearing role supporting Verisk's leadership for the FAST platform. The Account Manager owns the full commercial relationship after the initial sale, cultivating executive relationships, launching new customers successfully, and driving revenue through broader use of FAST: more lines of business, additional modules, policy-volume growth and AI adoption. We are moving this role from account custodian to growth owner. Compensation is structured to reward growth.

What you will own:

• Executive relationships: Serve as the senior Verisk/FAST contact; keep customer and FAST leadership aligned through program governance, roadmap and strategic planning sessions.

• Account strategy: Maintain an account plan, stakeholder map, quantified whitespace, and a documented 12-month growth thesis for every account.

• Expansion & renewals: Build and progress the upsell pipeline, protect renewals, manage pricing and contracting, and forecast accurately.

• Net-new launches: Bridge the handoff from sales to delivery by aligning objectives, stakeholders, ownership and success measures early.

• Customer value: Prove adoption and business outcomes (QBRs, health scores) that justify expanded spend and build references.

• Internal orchestration: Coordinate sales, delivery, product, support, finance and partners; escalate unresolved barriers; relay customer and industry input to Product Development.

• Market support: Support trade shows and sales/marketing initiatives that expand FAST in the market.

How you will drive growth:

1. Segment and prioritize. Rank accounts by customer value, expansion potential, executive access, product fit and strategic importance.

2. Build the value map. Document footprint, underused capabilities, adjacent lines of business, upcoming initiatives and quantifiable outcomes.

3. Create the growth plan. Set a 12-month path with target opportunities, owners, milestones, decision makers and partner involvement.

4. Execute commercial plays. Renewals, module adoption, policy-volume growth, new license revenue, AI capabilities (Max and embedded AI Agents), services and migrations.

5. Inspect and adjust. Review pipeline quality, slippage, engagement and value proof points monthly.

6. Remove barriers. Define the decision or support needed, align with accountable owners in Product, Delivery and leadership, and escalate.

Measures of Success:

Customer Value - Adoption growth, module utilization, health scores, reference ability

Revenue - Quota attainment, new license revenue, expansion ARR/TCV, and renewal preservation

Execution - Current account plans, forecast hygiene, partner alignment, and barrier resolution

• Experience: 10+ years of consulting or customer-facing experience driving outcomes for both company and customer, with proven commercial ownership (quota, expansion or renewal revenue).

• Executive presence: C-level business acumen and engagement; outstanding written and verbal communication.

• Domain: Life, Retirement & Benefits experience.

• Skills: Technology transformation and change management; linking business processes to product and technical solutions; risk and issue management.

• Mindset: Entrepreneurial, hands-on, comfortable in a fast-paced environment.

• Education: Bachelor's degree in business, engineering, computer science, management or technology; advanced degree preferred

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