Role Overview

The Account Manager owns a defined book of business and is accountable for renewing and growing it. This is a “farmer” role: you will cultivate long-term relationships with existing Aurigo customers, understand their capital program goals, and expand Aurigo’s footprint across additional modules, departments, and programs. 

You carry a retention and expansion quota and are expected to know Aurigo’s platform, including its AI capabilities, well enough to see how each product connects to the next and to turn those connections into strategic growth plans for each account. Your work directly shapes how major capital programs are delivered for public agencies and infrastructure owners.

You report to the VP of Sales and act as the commercial lead for each account, working day to day with Customer Success Managers, Sales, Solutions Engineering, Finance, Product, Support, and Services to deliver one coordinated customer experience.

Key Responsibilities

• Manage a portfolio of 15–25 existing client accounts and deliver against a renewal and expansion quota.
• Build and maintain an account plan for each customer covering stakeholders, current footprint, business goals, risks, and growth targets.
• Lead renewal strategy and negotiation well ahead of contract end dates.
• Identify churn risk early and put recovery plans in place with CSMs and executive sponsors.
• Find and qualify expansion opportunities: new modules, additional users and departments, new programs and projects, and upgrades.
• Map each customer’s needs to the connected parts of the Aurigo stack and build a multi-year growth path.
• Hold regular calls, executive business reviews, and on-site visits to build relationships at user, manager, and executive levels.
• Track customer sentiment, adoption, and project outcomes, and act on what you learn.
• Forecast renewals and expansion accurately and keep CRM data current.
• Stay current on Aurigo’s products, roadmap, integrations, and AI capabilities, and translate them into business outcomes the customer cares about.

Required Skills and Experience

• Experience: 8+ years in account management, customer success, or enterprise software sales, with a record of meeting or exceeding renewal and expansion quotas.
• Relevant experience: Experience managing complex, multi-stakeholder enterprise accounts in SaaS or enterprise software, ideally serving construction, infrastructure, capital planning, or government/public-sector markets; experience in adjacent enterprise SaaS is also considered.
• Education: Bachelor’s degree or equivalent experience.
• Technical skills: Ability to learn a broad software platform deeply and explain how its modules connect; comfort with CRM, forecasting, and metrics-driven account planning; experience building account dashboards, business cases, and ROI analyses.
• Soft skills: Strong business acumen and clear written and verbal communication; consultative selling, negotiation, and executive presence; ability to build relationships across stakeholders from users to executives.

Preferred Skills and Experience

• Familiarity with capital project lifecycles, procurement, and public agency budgeting.
• Experience with Salesforce or a similar CRM.
• Experience with customer health scoring and usage and adoption data to spot churn risk and expansion triggers.
• Bachelor’s degree, preferably in civil engineering.

What Success Looks Like

• Strong retention across the book, with gross revenue retention of 90%+ and net revenue retention of 115%+, supported by healthy customer adoption and satisfaction.
• Achievement of the agreed-upon average annual price escalator across eligible customer renewals.
• Attainment against the annual renewal and expansion quota, including growth in products or modules per customer and measurable expansion revenue from FDE-led outcomes engagements, AI solutions, and cross-functional service offerings.
• Accurate forecasting of renewals and expansion, disciplined CRM updates, and renewals started early with multiple stakeholders engaged per account.

Growth Path

This role is a launching point into Senior or Strategic Account Management, managing Aurigo’s largest and most complex programs, and into team leadership within the Growth organization. You will build deep expertise across the full Aurigo platform and its AI capabilities, with direct exposure to executives at public agencies and infrastructure owners.

About Aurigo

Aurigo is revolutionizing how the world plans, builds, and manages infrastructure projects with Masterworks, our industry-leading enterprise SaaS platform. Trusted by over 300 customers managing $450 billion in capital programs, Masterworks is setting new standards for project delivery and asset management. Recognized as one of the Top 25 AI Companies of 2024 and a Great Place to Work for three consecutive years, we are leveraging artificial intelligence to create a smarter, more connected future for customers in transportation, water and utilities, healthcare, higher education, and the government, with over 40,000 projects across North America.

At Aurigo, we don’t just develop software—we shape the future. If you’re excited to join a fast-growing company and collaborate with some of the brightest minds in the industry to solve real-world challenges, let’s connect.

Aurigo Software Technologies is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, protected veteran status, or any other characteristic protected by applicable law.