KYLE LIGHTFOOT
Bloomfield,USA
Summary
Account Manager with proven success at Quantum Metric, achieving a 98% renewal rate and driving significant revenue growth. Maintained an average renewal rate of 98.6% over two years while increasing net revenue retention to 112.84%. Skilled in value-based selling and strategic account development, focusing on relationship building and effective QBR facilitation. Recognized for innovative sales strategies and strong business acumen, consistently aligning organizational goals with quality outcomes.
Overview
6
6
years of professional experience
Work History
Account Manager
Quantum Metric
Colorado Springs, CO
02.2023 - Current
- Owned full lifecycle of enterprise accounts, driving retention, expansion, and usage optimization across a diverse portfolio.
- Achieved 98% renewal rate and 12% expansion rate, contributing directly to Net Revenue Retention (NRR).
- Developed and executed strategic account plans, aligned customer business goals with platform capabilities, and built multi-threaded relationships from daily users to executives.
- Served as the primary technical escalation point, diagnosing product issues, coordinating with Engineering/Support, and communicating resolutions with clarity and urgency.
- Led customer onboarding, training, and enablement sessions to increase product adoption, improve technical acumen, and unlock underutilized use cases.
- Conducted QBRs with executive sponsors to review performance insights, usage data, KPIs, and roadmap alignment.
- Monitored product usage patterns, identified churn risks and adoption blockers, and proactively recommended configuration changes to drive value realization.
- Partnered closely with Sales, Product, and Customer Success teams to refine account strategy and support cross-functional initiatives.
- Contributed to scaling the account management motion by improving internal documentation, customer health tracking, and success frameworks.
- Maintained 95% customer satisfaction across managed accounts.
Sr. Enterprise Sales Development Representative
Quantum Metric
Colorado Springs, CO
08.2021 - 01.2023
- Collaborated with Enterprise Account Executives to build multi-threaded entry points and accelerate sales cycles.
- Identified strategic buyers, gathered technical/business requirements, and initiated value-based conversations that led to qualified expansion pipeline.
- Consistently ranked in the top 10% of the team through effective outreach and relationship building.
- Supported marketing initiatives and events, contributing to pipeline creation and brand presence.
Enterprise Sales Development Representative
Brivo
Bethesda, MD
12.2020 - 07.2021
- Prospected and qualified enterprise accounts, creating net-new pipeline for the Enterprise sales team.
- Conducted targeted campaigns and cold outreach aligned with Sales and Marketing strategies.
- Leveraged technical product knowledge to articulate platform value and engage high-level stakeholders.
- Contributed $500,000 in revenue by generating qualified enterprise opportunities.
Sales Support Specialist / Account Management
Brivo
Bethesda, MD
03.2020 - 12.2020
- Acted as a proactive account partner to Brivo's channel ecosystem, supporting retention and new revenue growth.
- Delivered product training, demos, webinars, and best-practice guidance to improve product adoption.
- Identified expansion opportunities by analyzing partner usage behavior and technical configurations.
- Collaborated cross-functionally with Channel Development and Product to address partner needs and optimize customer experience.
- Built campaigns to re-engage inactive partners, generating $750,000 in additional revenue.
Education
B.A. - Communication Studies
Kutztown University of Pennsylvania
Skills
- Salesforce and SalesLoft
- LinkedIn Sales Navigator and ZoomInfo
- Gong and Lusha
- SQL proficiency
- Technical training and documentation
- Customer onboarding and product onboarding
- Value-based selling and solution selling
- Multithreading techniques
- Account strategy and development
- QBR facilitation
- Account management and customer relationship management
- Strategic planning and customer retention
Timeline
Account Manager
Quantum Metric
02.2023 - Current
Sr. Enterprise Sales Development Representative
Quantum Metric
08.2021 - 01.2023
Enterprise Sales Development Representative
Brivo
12.2020 - 07.2021
Sales Support Specialist / Account Management
Brivo
03.2020 - 12.2020
B.A. - Communication Studies
Kutztown University of Pennsylvania