Manager, Upper Mid-Market Account Management

5+ years experience hiring for and leading a quota-carrying sales account management team (ideally 5+ reps) in a SaaS environment

Demonstrated track record of meeting or exceeding team targets across retention, expansion, and/or new business in SMB and Mid-Market segments

Experience managing long-term, complex customer relationships and coaching others on stakeholder management, renewal strategy, and value realization

Strong analytical and operational skills, with the ability to set OKRs/KPIs, interpret performance data, and run a disciplined forecast process

Excellent verbal and written communication skills, including comfort presenting to customer executives and internal leadership

Proven experience working cross-functionally with CS, Marketing, Product, and/or RevOps to design and execute go-to-market plays

Lead, mentor, and develop a team of Upper Mid-Market Account Managers, providing regular 1:1s, deal coaching, and performance feedback to help each person grow and succeed

Own key results for your team, including gross retention, net expansion, and new product attach across your team’s book of business

Inspect and coach pipeline, forecast, and deal strategy, ensuring your team maintains accurate renewals and expansion forecasts in systems like Salesforce and Gong

Guide your team through complex negotiations, escalations, and executive-level conversations, helping them structure compelling narratives and value based outcomes for our customers

Coach and enforce structured sales methodologies such as Command of the Message and MEDDIC to drive rigorous qualification, stakeholder alignment, and value-based deal execution across a mid-market portfolio with multi-threaded buying groups and longer sales and renewal cycles

Establish clear expectations, priorities, and operating rhythms for the team (team meetings, forecast reviews, deal strategy sessions, QBR prep, etc.) that keep everyone focused on outcomes