Put customers first: Make sure your team's work starts and ends with the customer. Growth that erodes trust isn't growth. You're building a team that earns the right to expand relationships, not one that just chases numbers.
Lead and coach your team: Run regular 1:1s, business reviews and deal reviews. Give direct, honest feedback. Help each person on your team get meaningfully better at their job.
Drive expansion revenue: Own your team's commercial targets across product attach, upsell, and wallet share growth. Know which accounts to push and when.
Use technology to scale: Identify where AI and automation can take operational work off your team's plate so they spend more time talking to customers. Build native automations, design AI-forward workflows, and partner with RevOps and Engineering to push the limits of what your team can do with fewer manual processes.
Stay nimble and test constantly: Run small experiments to find signal. Test messaging, segmentation, cadence, and channels. Look at the data, learn fast, and adjust. The competitive landscape shifts regularly, and your team's approach needs to shift with it.
Work cross-functionally: Translate what you're hearing from customers into something Product, Operations, Marketing, and Compliance can act on.

8+ years in account management, customer success or expansion sales with commercial ownership, with at least 3 years managing a revenue-owning team.
A track record of running experiments and iterating quickly in a fast-moving, competitive environment.
Strong coaching instincts. You've hired and developed reps, and you can point to people whose careers you've shaped.
AI fluency is a must. You should have real experience automating processes and leveraging data to make your team more effective. We're not looking for someone who configures off-the-shelf tools. We want someone scrappy who builds native automations and is always looking for ways to do more with less.
Demonstrated ability to gain trust and buy-in from a team, especially in a fast-paced environment where things are still being figured out.
Experience building relationships with key stakeholders and customers. You're comfortable networking, representing the team at events, and developing the kind of rapport that turns customers into advocates.

Senior Manager – Relationship Management

Key skills