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
Use data to identify trends in churn, expansion, and product adoption; translate insights into coaching, playbooks, and experiments to improve results over time
Contribute to broader Account Management and Sales leadership forums by sharing insights from the Mid-Market segment and influencing strategy, process, and tooling decisions

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
Experience applying structured sales methodologies such as Command of the Message and MEDDIC
Commitment to inclusive leadership and talent development, creating a culture of feedback, growth, and belonging on your team
Your own unique talents! If you don’t meet 100% of the qualifications outlined above, tell us why you’d be a great fit for this role in your cover letter

Manager, Upper Mid-Market Account Management

Key skills