Account Manager (Expansion)
Flourish Software · Remote (U.S.)
About Flourish
Flourish Software is the seed-to-sale ERP platform that unites the entire cannabis supply chain in a single system. We serve cultivators, manufacturers, distributors, and retailers across regulated U.S. states and tribal jurisdictions, with direct integrations to Metrc, BioTrack, QuickBooks Online, LeafLink, BarTender, and more. Flourish gives license holders complete visibility and control over their operations and compliance. Hundreds of operators, from first-time license startups to multi-location enterprises, run their businesses on Flourish today.
The Role
We’re hiring an Account Manager to own and grow a portfolio of existing customer relationships. You'll be responsible for retention, renewals, and expansion across our installed base, protecting the revenue we've earned and growing it as our clients scale into new licenses, facilities, and states. You won't be cold-calling strangers. You'll be working with founders, COOs, operations leaders, cultivation managers, manufacturing teams, and finance executives who already trust and use Flourish, understanding where their business is headed, and making sure the platform grows with them.
This seat carries a quota. You'll own net revenue retention and expansion targets, and your compensation is built to reward growing the accounts you manage.
What You'll Do
- Own the full post-sale relationship for a book of existing clients: onboarding handoff, ongoing health, renewals, and expansion
- Run renewal conversations and protect recurring revenue against churn and discount erosion
- Guide customers through pricing, packaging, and contract renewals by pairing every commercial conversation with demonstrated business value and exercising sound judgment about what each operator can realistically support.
- Identify and close expansion opportunities such as additional licenses, facilities, and tier upgrades
- Conduct regular account reviews that tie Flourish's operational and compliance value back to each client's business goals
- Build trusted relationships with owners, operators, finance leaders, and executive stakeholders across each account.
- Partner with Implementation to ensure new expansions are scoped and delivered cleanly
- Maintain accurate pipeline, forecast, and account data in HubSpot
- Act as the voice of the customer internally by surfacing product and support signals that affect retention
What You'll Own
- Net revenue retention across your book of business
- Expansion MRR from upsells, cross-sells, and tier upgrades
Who You Are
- 3+ years in a quota-carrying Account Management, Customer Success, or expansion role in B2B SaaS.
- A demonstrable track record of retaining and growing existing accounts, with specific NRR, GRR, and expansion results you can point to
- Comfortable with operationally and technically deep products. You must be able to hold a credible conversation about inventory, COGS, bills of materials, work orders, and compliance workflows
- Fluent in CRM discipline (HubSpot preferred) and naturally process-oriented
- Self-directed and accountable
- Clear, precise communicator who earns trust with sophisticated operators
Strong Plus
- Direct cannabis industry experience, such as compliance management, inventory or production leadership, or dispensary/cultivation operations. If you've lived the operator's day and can sell because you understand it, we want to talk.
- Working knowledge of state track-and-trace systems (Metrc, BioTrack)
- Financial literacy for ROI and total-cost-of-ownership conversations with finance stakeholders
Compensation & Logistics
- Base: ~$70,000
- On-target earnings: $95,000+ with uncapped upside tied directly to customer retention and expansion.
- Remote, U.S.-based. Some travel for key accounts and industry events.
Final compensation depends on experience and location.
How to Apply
Tell us about two accounts:
• One where you successfully grew the relationship.
• One where protecting long-term trust was more important than maximizing short-term revenue.
What made each situation successful?
Include your resume.
Flourish Software is an equal opportunity employer. We evaluate candidates on merit and fit for the role, without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, or veteran status.
