Growth Manager

The Growth Manager leads the commercial strategy for Airship’s Enterprise customers, driving revenue growth through renewal, expansion, and strategic deal management. The role involves close collaboration with client teams and internal departments to optimize customer value and business outcomes.

Location: Remote

Responsibilities

• Own commercial strategy and performance for assigned Enterprise accounts
• Lead all commercial motions, including pricing, packaging, proposal creation, negotiation, and contract execution
• Develop renewal and expansion plans that align with customer value, usage patterns, and strategic goals
• Drive renewal readiness by tracking key dates, securing timely signatures, and removing blockers to keep renewals on schedule
• Chase outstanding invoices with customers and coordinate internally to ensure payment is received
• Analyze adoption trends, product usage, and whitespace to identify high-value upsell and cross-sell opportunities
• Build and maintain strong relationships with executive stakeholders to support commercial alignment and long-term growth
• Partner closely with Client Experience Managers to understand customer health, value delivery, risks, and expansion readiness
• Participate in strategic business reviews by presenting commercial insights, renewal and expansion considerations, and long-term commercial recommendations that align with customer value and business objectives
• Create commercial proposals, order forms, and deal structures that meet customer needs while supporting Airship’s revenue objectives
• Manage forecasting, pipeline accuracy, and weekly bookings reporting to support planning and decision-making
• Collaborate with Product, Legal, Finance, Solutions, and Data teams to remove deal blockers and accelerate execution
• Lead commercial discussions with customer executives, ensuring clarity on pricing, value, and contract terms
• Build business cases for expansions using customer outcomes, ROI insights, and product value
• Represent customer needs and competitive insights internally to influence pricing strategy and product direction
• Ensure CRM data is accurate and up to date for forecasting, pipeline visibility, and internal alignment
• Communicate commercial insights, risks, and recommendations to senior leadership and cross-functional teams
• Support strategic initiatives that improve renewal performance, expansion rates, and overall revenue growth
• Travel as needed to attend customer meetings, executive discussions, and commercial negotiations
• Maintain accurate CRM documentation for pipeline, forecasts, and commercial activities
• Communicate deal status, insights, and recommendations clearly to internal teams and senior leadership.

Requirements

• 5+ years of experience in SaaS sales, account management, or commercial roles with responsibility for revenue outcomes
• Strong negotiation and pricing skills with the ability to structure deals that meet both customer and business needs
• Extensive track record of achieving revenue goals and driving commercial success
• Ability to think strategically, plan long-term, and execute against near-term objectives
• Proven ability to build trust and create strong relationships at the executive level
• Demonstrated success selling to C-level and multi-level stakeholders within complex enterprise organizations
• Strong communication and presentation skills, with the ability to lead internal and external meetings and executive briefings
• Experience in analyzing customer usage and identifying whitespace opportunities and expansion pathways
• Ability to collaborate effectively with legal, finance, product, and solutions teams to move deals forward
• Familiarity with marketing technology, software, and mobile engagement platforms
• Proficiency with CRM systems such as Salesforce and comfort managing forecasting and opportunity pipelines
• Experience experimenting with AI tools in your personal or professional life - or an eagerness to learn!

Benefits

• Medical insurance options for you and your dependents
• Flexible time off, paid holidays, paid parental leave, and paid volunteer time off
• Support for your overall wellbeing with employer-subsidized mental health and employee wellness programs
• A digital-first work environment and a monthly stipend to support remote work
• Mentorship and growth opportunities to build skills and accelerate professional development
• And more!