Account Manager

Our mission is clear and staggeringly important: we're building the manufacturing operating system of the future from the ground up, one that’s engineered to create network effects as we grow. A beautiful, sophisticated quantum leap forward for the most important core industry in the world.
Manufacturing is important. It’s the fundamental industry on which everything else is built. We take it for granted. In 1989, 35% of the entire software industry was manufacturing systems. What was the first massive burst in productivity from technology has stagnated into diminishing returns and increasing complexity. We can only continue to add complexity for so much longer until the whole system collapses.
"Any intelligent fool can make things bigger and more complex. It takes a touch of genius and a lot of courage to move in the opposite direction." - Albert Einstein
Who you are

We’re less interested in whether you’ve followed a traditional Account Management career path than whether you’ve developed the capabilities this job requires. Great candidates may come from Account Management, Customer Success, Solutions Consulting, Implementation, technical sales, or other customer-facing roles. What matters is evidence that you can own sophisticated customer relationships, diagnose difficult problems, learn quickly, and create commercial outcomes.

- Deeply curious. You don’t take a customer’s description of a problem at face value—you ask questions, dig into how their business actually works, and figure out what’s really happening

- You enjoy learning how things work, whether that’s a customer’s manufacturing process, a new Fulcrum product, an integration, or a technical problem you’ve never seen before

- You actively use AI to make yourself more capable and productive, and you’re excited by how quickly tools like Claude Code are expanding what non-engineers can build and solve

- You have the judgment and presence to navigate complex organizations, competing priorities, frustrated stakeholders, and senior executives

- You build high-trust relationships without becoming passive. You’re comfortable challenging customers, asking uncomfortable questions, and selling when you believe it’s genuinely in their best interest

- You create opportunities rather than waiting for customers to tell you what they want to buy

- You take ownership when things go wrong. You communicate problems early, create a plan, and stay close until they’re resolved

- You like operating with high velocity and limited structure. Ambiguity makes you curious rather than uncomfortable

- You’re industrious. You enjoy getting into the details, learning new things, experimenting, and doing work that might fall outside a traditional Account Manager’s job description

- You’re collaborative, but don’t confuse collaboration with dependency. You know when to bring in an expert and when to become capable enough to handle something yourself

What the job is

You’ll own a portfolio os Fulcrum customers after implementation, with responsibility for retaining and growing the relationship over time. Doing that well requires much more than managing renewals and running business reviews. You’ll need to understand how your customers actually operate - their people, processes, constraints, politics, and economics - well enough to identify problems and opportunities that may not recognize themselves.

Fulcrum is increasingly giving customer-facing teams the ability to solve problems that historically required Product, Engineering, or technical specialists. We expect our Account Managers to embrace that. You won’t need to be an engineer, but you should be excited to use AI, data, and new tools to investigate problems, prototype solutions, and make yourself increasingly capable.

You’ll:

- Develop a deep understanding of how each customer’s business actually operates, from executive priorities to the workflows of people on the shop floor

- Ask probing questions, investigate pr