Senior Manager, Account Management - Remote

Overview

The Senior Manager Account Management will manage their teamʼs proactive outreach activities, complex renewal situations, and be responsible for leading a high-performing team of account managers focused on delighting our customers and delivering growth from the base. This is a highly collaborative leadership role where you will develop successful relationships internally and externally.

In Short

• Cultivate strong client relationships to understand evolving needs
• Collaborate with Customer Success leadership and coach the team to partner with CS to gauge customer sentiment and mitigate churn risks, including business case development for retention.
• Oversee the renewals process, guiding negotiations, solutioning, and contract management.
• Drive segmentation and target high-value expansion within the existing customer base. Identify top expansion opportunities and manage the team's pipeline to accelerate conversions.
• Align outreach with customer workflows and deliver maximum new bookings through personalized strategies.
• Collect and share valuable customer insights
• Utilize CRM data to generate insights and identify new trends, opportunities, and campaigns within the current customer base.
• Monitor daily team KPIs and provide coaching for continuous improvement.
• Regularly assess the book of business and accurately forecast monthly revenue growth at both individual and team levels.
• Champion processes and promote company initiatives, while offering constructive feedback to cross-functional teams to enhance efficiency and evolve the Account Management Playbook.

Requirements

• Bachelor’s degree or equivalent
• Minimum of 10 years sales/account management and 4 years sales/account management leadership experience with a proven track record for success with sales or account management in a SaaS based environment
• Critical thinking and analytical skills, with extensive expertise in preparing win-win renewal scenarios
• Expertise in a core selling and discovery methodologies: Challenger, Sandler, MEDDIC, SPIN and Value Selling
• Strong leadership and coaching background with demonstrable outcomes resulting from your leadership
• Expertise using Salesforce.com with the ability to create reporting and identify trends and insights in your team’s data
• Team player, self-motivated with high emotional IQ EQ and excellent presentation skills
• Proven track record of success and exceeding expectations selling to and developing lasting relationships with your customers’ senior management.
• Experience successfully managing and growing team revenue with customers in an assigned territory or book of business
• Strong listening and deduction skills with the ability to pick-up on possible obstacles or opportunities in customer conversations

Benefits

• Strong negotiations skills and the ability to build and present business cases both internally and externally
• Demonstrated hustle and pursuit history with high outreach motor and high contact and conversion rates
• Ability to manage a busy calendar. We want to talk to our customers every quarter!
• Understands SaaS metrics, ARR/NRR, and pricing strategies.
• Strong knowledge of Revenue Enablement products eg. Gong, Salesloft, Outreach, Salesforce High Velocity Sales, LinkedIn Sales Navigator, ZoomInfo