SMB Account Manager US

🌍 We’re making security suck less for developers. Security tools haven’t kept up with how software is built today. They interrupt teams, slow releases, and turn security into a bottleneck instead of a capability. We built Aikido to change that. Aikido builds developer-first security products that reduce real risk without getting in the way of shipping software. We focus on what actually matters and automate the rest. We’re taking on legacy security tools that teams have been stuck with, and we’re winning. If you want to help us take market share and build products developers actually enjoy using, you’re in the right place.

Founded in 2022 by third-time founders, Aikido has $85M in the bank, a long runway ahead, and unicorn status. We’re building toward self-securing software. Join an all-star team. Take real ownership. Push boundaries. Build things that matter.

We're looking for an SMB Account Manager to own and grow a large book of small and growing customers. These are fast-moving software teams, often with no dedicated security person, who chose Aikido because it's simple to set up and actually useful. Your job is to make sure they get value fast, stay with us, and expand as they grow.

SMB account management at Aikido is high-volume and high-velocity. You'll run many short, focused conversations rather than a few long enterprise cycles, spot expansion signals early, and close upsells quickly. You'll work at the intersection of sales, customer success, and product, and your feedback from the field will directly shape what we build.

Responsibilities

• Own a high-volume book of SMB customers and be accountable for net revenue retention, expansion, and renewals while maximizing customer satisfaction.

• Run efficient customer calls: check-ins, renewal conversations, and short value-focused demos of features customers aren't using yet.

• Use product usage data to spot expansion signals and churn risk early, and act on them before they show up in the numbers.

• Build scalable, one-to-many plays for a large book: email sequences, webinars, in-app nudges, and renewal campaigns.

• Manage renewals end to end, including pricing conversations and negotiating multi-year or annual upgrades.

• Keep the CRM clean and accurate so forecasts, pipeline, and account health are always up to date.

• Work at the intersection of sales, customer success, and product to gather and relay customer feedback to optimize the product.

• 2+ years in account management, SMB sales, or an exceptional SDR at a technical SaaS company looking to get into a quota carrying role.

• A track record of hitting expansion, upsell, or retention targets across a large book of accounts.

• Comfort running a high volume of short sales conversations each week without losing quality.

• Strong discovery skills: you ask good questions, listen, recap clearly, and lead the call without over-talking.

• Enough technical curiosity to learn a developer security product and explain its value in plain language.

• Organized and CRM-disciplined (HubSpot, Salesforce, or similar); you don't let follow-ups slip.

• Clear, confident written and verbal communication in English.

• A self-starter mindset: you take ownership, move fast, and like building process in a scaling company.

What you can expect

• Short decision lines. Big ownership. Shape the projects that matter and ship fast.

• Grow as fast as we do. Take on more, own more, and carve out your own path.

• Top-tier tech pay and equity.

• High trust, strong values, zero corporate BS.

• Flexibility in working hours.

• A company that sticks to its values in an open and informal atmosphere.

We hire for talent, drive, and potential. Everything else is noise.