Senior Account Manager

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 To Work for in 2025" 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 Aurora’s Account Management team partners with our customers after the initial sale to ensure they achieve meaningful business outcomes with the Aurora platform. The team is responsible for driving product adoption, retaining and expanding existing customer relationships, and helping customers unlock the full value of Aurora’s solutions. Account Managers work closely with solar installers, EPCs, and developers to understand their evolving needs and align Aurora’s software capabilities with their growth strategies. By combining strong commercial acumen with deep product knowledge, the team helps customers scale their solar businesses while accelerating the global transition to clean energy. This team collaborates cross-functionally with Sales, Product, Marketing, Support, and Enablement to ensure our customers have the resources, insights, and partnership they need to succeed. About the Role We're looking for a strategic, customer-focused Senior Account Manager to own and grow a portfolio of existing Aurora customers. You'll drive retention, adoption, and expansion by building strong relationships with customer stakeholders and connecting Aurora's solutions to their business goals. As a trusted advisor, you'll proactively identify opportunities to deepen product usage, introduce new solutions, and make sure customers are seeing real returns on their investment in Aurora. You'll partner closely with Sales Engineering, Implementation, Product, and Marketing to deliver a seamless experience and support long-term growth. This role calls for a balance of strategic account planning, commercial ownership, and operational discipline. You'll be comfortable navigating complex customer environments, managing renewals and negotiations, and using data to drive decisions. Your Impact - Own and grow a portfolio of Aurora customers, driving retention, adoption, and expansion across Aurora and HelioScope - Lead renewals and commercial negotiations, including early renewals, amendments, and custom pricing structures - Develop and execute strategic account plans with customer stakeholders to achieve measurable usage growth and lasting partnership value - Build pipeline within your book of business by identifying upsell and cross-sell opportunities through proactive outreach and marketing-qualified leads - Use product usage data, UV metrics, and customer insights to forecast expansion, flag churn risk, and get ahead of it - Lead executive business reviews and strategic conversations that align on goals, adoption milestones, and ROI - Collaborate across Product, Sales Engineering, Implementation, Support, and Marketing to deliver solutions that meet customer needs and create new ones What You Bring - 5+ years of experience in account management, customer success, or sales within SaaS, energy technology, or a related field - A proven track record of growing a customer portfolio through renewals, upsells, and cross-sells - Strong commercial acumen, including experience negotiating contracts, renewals, and pricing structures - The ability to build strategic relationships with executive stakeholders and navigate complex customer organizations - Experience using data and customer insights to drive adoption, identify risk, and develop account growth strategies - Excellent communication and collaboration skills; you work well across teams and make things happen - Strong organizational discipline, including managing pipeline and renewals in CRM systems like Salesforce Nice to Haves - Experience in solar, clean energy, or climate tech - Familiarity with solar design platforms or project development workflows - Experience managing consumption-based SaaS models - Background in high-growth or remote-first technology companies WHAT WE OFFER - 🏖️Flexible PTO - Take the time when you need it - 🍼Parental Leave - 16 weeks with 100% base salary + gradual return to work - 💰WFH Stipend - An initial $500 (Non-engineers) or $750 (Engineering roles) - 🏢 Coworking Stipend - $300 / month if you prefer to be at a coworking facility near you - ☀️Energize Fridays - Company-wide days to log off and recharge - 📶Connectivity Stipend - Up to $100 / month towards internet or phone - Learning & Development - $720 / annually to use towards professional development (You have to complete 90 days of employment to receive this stipend) - 🩺Medical, Dental, and Vision - Premiums are 100% covered for Aurorans and 90% for dependents - 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. Our current base pay ranges in each zone are: - Tier 1: San Francisco, CA - New York, NY: $119,000 - $161,000 - Tier 2: Seattle, Los Angeles, Washington DC, Boston, San Diego: $114,000 - $154,000 - Tier 3: All Other US Locations, including Colorado: $108,500 - $146,500 You will also be eligible to receive an annualized target commission of $98,000, if you achieve 100% of the quotas and other objectives outlined in our commission plan. 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.