The Opportunity

Join our growing Sales team as the trusted advisor who helps small and medium businesses strengthen their security posture through expanded KnowBe4 solutions. As Account Manager (SMB), you'll own a book of business where you've already proven value—now it's your job to deepen those relationships and unlock the full potential of our product suite. You'll drive expansion with customers of 25-500 employees, identifying opportunities to add seats, upgrade subscriptions, and introduce complementary products that genuinely make their organizations more secure. The successful candidate is a determined relationship-builder who thrives on the hunt for expansion opportunities, takes ownership of their numbers, and finds real satisfaction in helping customers get more value while growing annual recurring revenue.

What You'll Do

Account Ownership: Manage your assigned book of business with a focus on maximizing revenue—identifying cross-sell opportunities, capturing growth through seat expansion, and upgrading customers to higher subscription tiers that match their evolving needs.

Pipeline Development: Build and maintain a healthy pipeline of expansion opportunities by staying close to your accounts, understanding their business challenges, and positioning the right KnowBe4 solutions at the right time.

Strategic Selling: Identify key decision makers, qualify opportunities, and articulate the value proposition of our full product suite—helping customers understand how additional solutions strengthen their security posture and improve outcomes.

Quota Achievement: Hit or exceed your monthly sales targets through disciplined prospecting, strategic account prioritization, and deal execution that balances customer value with company growth.

Cross-Functional Collaboration: Partner closely with Customer Success Managers and Renewal Specialists to create a coordinated approach that drives product adoption, captures expansion opportunities, and supports the renewal process when growth is on the table.

Lead Conversion: Follow up on marketing-generated leads within your accounts, turning interest into qualified pipeline and closed business that contributes to your monthly goals.

Customer Intelligence: Maintain meticulous records in Salesforce—tracking calls, emails, demos, notes, and next steps so you always know where opportunities stand and can act quickly when the timing is right.

What You'll Bring

You're the kind of seller who doesn't wait for opportunities to come to you—you dig into your accounts, find the openings, and have the grit to see deals through to close.

2+ years selling software to small and medium businesses, ideally in a role where you've owned account expansion, managed a book of business, and consistently hit quota through your own hustle.

Proven sales track record with the determination and resilience to push through rejection, navigate complex buying processes, and close business even when it takes persistence and creative problem-solving.

Relationship-building instincts—you know how to stay top-of-mind with customers, identify who really makes decisions, and build trust that leads to expanded commitments over time.

Familiarity with IT security concepts and challenges so you can speak credibly about the problems our solutions solve and position products in ways that resonate with technical and business buyers alike.

Numbers-focused mindset for managing your pipeline and forecasting accurately—you track your metrics, know your conversion rates, and use insights to focus your energy where it matters most.

Self-starter mentality with the motivation to work independently, prioritize your own day, and take ownership of your results without needing constant direction.

Strong communication skills—both written and verbal—that let you run effective discovery calls, craft compelling emails, and deliver demos that connect product capabilities to customer needs.

Salesforce and Gmail proficiency so you can manage your workflow efficiently and keep leadership informed without administrative tasks slowing you down.

Bonus points if you have:

• Bachelor's degree in business, technology, or related field
• Network+ or Security+ certification that deepens your technical credibility
• Experience attending trade shows and converting face-to-face interactions into pipeline
• Background negotiating pricing within established guidelines to close deals that work for both sides

Why You'll Love It Here

Uncapped Earning Potential: Your grit and determination directly translate to your paycheck—exceed quota and you'll be rewarded for the additional revenue you bring in.

Warm Book of Business: You're not starting from scratch—you'll inherit established customer relationships where you've already delivered value, making expansion conversations more natural and winnable.

Product Portfolio That Sells Itself: Represent a comprehensive security awareness suite that customers genuinely need, making your job about matching solutions to real problems rather than convincing people they need what you're selling.

Collaborative Sales Environment: Work alongside Customer Success and Renewals teammates who share account goals and help you identify opportunities, making it easier to grow accounts through coordinated effort.

Tampa Bay Location: Work from our Clearwater office with other driven sales professionals who push each other to perform, share what's working, and celebrate wins together.

Career Growth: Prove your ability to expand SMB accounts and you'll have clear paths to larger territories, enterprise segments, or sales leadership roles as the company continues to scale.