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Aurora Solar is a software company on a mission to democratize solar energy. Their award-winning platform enables solar professionals to design, sell, and install residential and commercial solar arrays at scale. The company has been recognized as one of the best remote companies and is a certified green business.
In this Account Manager role, you'll own a high-volume portfolio of mid-market solar professionals in Aurora's Scaled Account Management segment. You'll drive retention, early renewals, and expansion across a large book of business by combining sharp account management instincts with AI-assisted workflows and operational design.
Key responsibilities include:
- Owning and growing a high-volume portfolio of accounts ($25K–$50K ARR), driving retention, early renewals, and expansion through proactive outreach and AI-assisted workflows
- Serving as the primary relationship owner for customers, ensuring timely and relevant engagement at scale
- Operationalizing and continuously improving AI-assisted workflows for customer onboarding, ramp acceleration, health monitoring, and upsell identification
- Identifying and acting on ramping risk signals early to ensure new logos reach utilization thresholds
- Surfacing and qualifying early upsell opportunities through usage-based signals and coordinating with Account Executives and Enterprise Account Managers
- Maintaining clean, structured Salesforce data across the Scaled AM segment to ensure AI-driven workflows operate on reliable inputs
- Partnering with GTM Ops to scope, test, and refine tooling and field structures that power scaled customer intelligence
- Documenting workflows, playbooks, and operational processes for repeatable team assets
- Identifying recurring customer questions, content gaps, and failed resolution patterns, routing them to appropriate internal teams
- Advocating for customers internally while contributing to Aurora's broader go-to-market strategy and product feedback loops
The role emphasizes systems thinking, operational design, and leveraging automation to serve customers well at scale. You'll work cross-functionally with Sales, RevOps, Support, Product, and GTM Ops.
Requirements:
- 2+ years of experience in Account Management, Customer Success, or Sales, preferably in SaaS or clean tech
- 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; ability to design systems, not just manage accounts
- Experience with Salesforce or similar CRM tools; understanding of data hygiene as a daily practice
- Ability to identify account health signals (usage data, engagement trends, renewal timelines) and act proactively
- Strong written communication skills; ability to craft personal-feeling outreach at scale
- Collaborative instincts and cross-functional working ability
- Organized, self-directed, able to manage competing priorities across a complex portfolio
Nice to haves:
- Experience working with AI tools in professional workflows (drafting, summarizing, routing, automating)
- Familiarity with AI agent platforms or automation tools and interest in building workflows
- Background in solar, clean energy, or construction tech
- Prior experience in high-growth SaaS environments where you built processes
- Ability to scope operational needs and partner with technical/ops stakeholders
- Familiarity with credit-based, usage-based, or tiered SaaS pricing models
- Experience contributing to internal documentation, playbooks, or knowledge bases
