Manager, Upper Mid-Market Account Management
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Job Description
Manager overseeing a team of Upper Mid-Market Account Managers at Greenhouse. Driving customer retention, expansion, and adoption in a SaaS environment.
Responsibilities:
- 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
Requirements:
- 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
Benefits:
- medical, dental, and vision insurance
- basic life insurance
- mental health resources
- financial wellness benefits
- fully paid parental leave program
- short-term and long-term disability coverage
- 401(k) plan and company match
- up to 14 scheduled paid holidays
- up to 80 hours of paid sick leave
- paid vacation time annually
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