Account Manager, Mid-Market

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" by BuiltIn.com 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

The Scaled AM team is built on a simple belief: when our customers win, we win. We obsess over customer outcomes, not activity metrics or internal optics, and we hold ourselves accountable to the impact we actually deliver. We move fast, share what's working, and push each other to build smarter, not just work harder.

About the Role

In this role, you'll own a high-volume portfolio of solar professionals in Aurora's Scaled Account Management segment where you will execute the account management playbooks, systems and processes that let you serve them well at scale.

You'll drive retention, early renewals, and expansion across a large book of business by pairing sharp account management instincts with a real appetite for leveraging AI agents, automated workflows, and operational design. You won't just use the tools, you'll help shape them.

This is a role where your account management skills and your systems thinking sharpen each other. The customers are real, the relationships matter, and the workflows you execute directly determine how well you can serve them.

Your Impact

Own and grow a high-volume portfolio of accounts in the Scaled AM segment, driving retention, early renewal upsells, and expansion through a combination of proactive outreach and AI-assisted workflows.

Serve as the primary relationship owner for customers under approximately $25K to $50K ARR, ensuring every account receives timely, relevant engagement, even at scale.

Operationalize and continuously improve AI-assisted workflows that support customer onboarding, ramp acceleration, health monitoring, and upsell identification.

Identify and act on ramping risk signals early, ensuring new logos reach their utilization thresholds within the ramp window.

Surface and qualify early upsell opportunities by detecting usage-based signals and coordinating with Account Executives and Enterprise Account Managers on expansion motions.

Maintain clean, structured Salesforce data across the Scaled AM segment, including contact/account hygiene, renewal timelines, so that AI-driven workflows operate on reliable inputs.

Partner with GTM Ops to scope, test, and refine the tooling and field structures that power scaled customer intelligence.

Document workflows, playbooks, and operational processes for repeatable, low-maintenance assets the team can build on.

Identify recurring customer questions, content gaps, and failed resolution patterns, and route them to the right internal owner (Support, Product, Sales) through a structured process.

Advocate for customers internally while contributing to Aurora's broader go-to-market strategy and product feedback loops.

What You Bring

2+ years of experience in Account Management, Customer Success, or Sales, preferably in a SaaS or clean tech environment.

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 — you don't just manage accounts, you build systems to manage them better.