Account Manager, Mid-Market

About Aurora Solar Aurora is on a mission to create a future of solar for all. Our award-winning software puts the power of data and technology into the hands of every solar professional to make solar adoption simple and predictable. Our software has designed millions of solar projects so far, empowering solar companies to sell, design, and install residential and commercial solar arrays accurately, seamlessly, and at scale.  We’ve been named one of "The Best Remote Companies" by BuiltIn.com https://builtin.com/company/aurora-solar and have been recognized for the second time as a Certified Green Business (CGB) with the city of San Francisco. We’re in this together to support the world’s transition to solar. About the Team The Scaled AM team is built on a simple belief: when our customers win, we win. We obsess over customer outcomes, not activity metrics or internal optics, and we hold ourselves accountable to the impact we actually deliver. We move fast, share what's working, and push each other to build smarter, not just work harder. About the Role In this role, you'll own a high-volume portfolio of solar professionals in Aurora's Scaled Account Management segment where you will execute the account management playbooks, systems and processes that let you serve them well at scale. You'll drive retention, early renewals, and expansion across a large book of business by pairing sharp account management instincts with a real appetite for leveraging AI agents, automated workflows, and operational design. You won't just use the tools, you'll help shape them. This is a role where your account management skills and your systems thinking sharpen each other. The customers are real, the relationships matter, and the workflows you execute directly determine how well you can serve them. Your Impact - Own and grow a high-volume portfolio of accounts in the Scaled AM segment, driving retention, early renewal upsells, and expansion through a combination of proactive outreach and AI-assisted workflows. - Serve as the primary relationship owner for customers under approximately $25K to $50K ARR, ensuring every account receives timely, relevant engagement, even at scale. - Operationalize and continuously improve AI-assisted workflows that support customer onboarding, ramp acceleration, health monitoring, and upsell identification. - Identify and act on ramping risk signals early, ensuring new logos reach their utilization thresholds within the ramp window. - Surface and qualify early upsell opportunities by detecting usage-based signals and coordinating with Account Executives and Enterprise Account Managers on expansion motions. - Maintain clean, structured Salesforce data across the Scaled AM segment, including contact/account hygiene, renewal timelines, so that AI-driven workflows operate on reliable inputs. - Partner with GTM Ops to scope, test, and refine the tooling and field structures that power scaled customer intelligence. - Document workflows, playbooks, and operational processes for repeatable, low-maintenance assets the team can build on. - Identify recurring customer questions, content gaps, and failed resolution patterns, and route them to the right internal owner (Support, Product, Sales) through a structured process. - Advocate for customers internally while contributing to Aurora's broader go-to-market strategy and product feedback loops. What You Bring - 2+ years of experience in Account Management, Customer Success, or Sales, preferably in a SaaS or clean tech environment. - Proven ability to manage a high-volume book of business with strong retention and upsell results, even with limited one-on-one customer time. - Comfort building and executing structured workflows — you don't just manage accounts, you build systems to manage them better. - Experience with Salesforce or similar CRM tools; you understand why data hygiene matters and you maintain it as a daily habit, not a quarterly cleanup. - Ability to identify account health signals — usage data, engagement trends, renewal timelines — and act on them before risk becomes obvious. - Strong written communication skills; you can craft outreach that feels personal at scale and represent Aurora's voice clearly across a large customer base. - Collaborative instincts — you're comfortable working cross-functionally with Sales, RevOps, Support, Product, and GTM Ops to get things done for your customers. - Organized, self-directed, and able to manage competing priorities across a complex portfolio without letting things fall through the cracks. Nice to Haves - Experience working with AI tools in a professional workflow context — drafting, summarizing, routing, or automating repeatable tasks. - Familiarity with AI agent platforms or automation tools and an interest in building workflows, not just using them. - Background in solar, clean energy, or construction tech — understanding of the contractor and installer market is a real advantage. - Prior experience in a high-growth SaaS environment where you had to build processes, not just follow them. - Ability to scope operational needs clearly and partner with technical or ops stakeholders to implement them. - Familiarity with credit-based, usage-based, or tiered SaaS pricing models. - Experience contributing to internal documentation, playbooks, or knowledge bases — you know how to write something once so the team benefits from it repeatedly. What We Offer - 🏖️Flexible PTO - 🍼Parental Leave - 💰WFH Stipend - 🏢 Coworking Stipend - ☀️Energize Fridays - 📶Connectivity Stipend - Learning & Development - 🩺Medical, Dental, and Vision Please take a look at our U.S. Benefits Booklet https://www.canva.com/design/DAFLaobzynI/0YAE1SCIRKE7QHnJVp54iA/view?utm_content=DAFLaobzynI&utm_campaign=designshare&utm_medium=link&utm_source=publishsharelink for a deeper dive into our offerings Where Aurorans are: Aurora currently has teams within the US, Canada, Poland, and Germany with additional locations on the horizon. We’re united in our work to support the world’s transition to solar! Compensation Philosophy: At Aurora Solar, we foster an exceptional work environment through inclusiveness and transparency. Our pay ranges are anchored to the median of the market for companies of our size and industry. Our pay for new hires is typically set at the start of the position's pay range. This allows for financial growth within the role as the employee builds experience and displays a track record of performance success at Aurora. Aurora is dedicated to building a diverse and inclusive workforce of people who believe in and are passionate about creating a future of solar energy for all. We are an equal opportunity employer, we welcome and consider qualified applicants regardless of gender identity, sexual orientation, race, religion, age, national origin, citizenship, pregnancy status, veteran status, or any other differences. We encourage you to apply even if you believe that you do not meet all of the above criteria! Aurora is committed to creating an inclusive and accessible experience for all candidates. If you require a reasonable accommodation that would better enable your success during the application or interview process, please complete this form https://docs.google.com/forms/d/e/1FAIpQLSdIvyjhnxPXVhyK2Pn6Rk-Edu4ZQtcmVo6u-0Mvb4nmDFmgPw/viewform.