Drive account expansion and revenue growth while leading the Account Management team through strategic planning and collaboration with Sales and Customer Success.
Job Summary
The Account Manager Lead is a senior, revenue-focused role responsible for leading the Account Management team while directly driving account expansion, renewals, and upsell opportunities. This role requires strong experience in sales and account executive functions, with the ability to balance customer relationship management and commercial growth. The Account Manager Lead owns revenue performance across managed accounts and ensures the team consistently identifies and converts growth opportunities.
Revenue Ownership & Growth
Own revenue targets related to renewals, expansions, upsells, and cross-sells across assigned accounts
Develop and execute account growth strategies in partnership with Sales and Customer Success teams
Lead pricing, expansion, and renewal conversations with customers
Identify expansion triggers such as increased usage, additional roles, service upgrades, or new products
Forecast revenue and maintain accurate pipeline reporting
Team Leadership & Sales Enablement
Lead, coach, and mentor Account Managers on consultative selling and revenue conversations
Conduct regular deal reviews, pipeline inspections, and opportunity coaching sessions
Establish sales playbooks, objection handling guides, and expansion frameworks for the team
Participate in hiring, onboarding, and training of Account Managers with a strong sales orientation
Account Oversight & Executive Engagement
Act as escalation point for high-value, strategic, or at-risk accounts
Maintain executive-level relationships with key customers and stakeholders
Conduct or support Quarterly Business Reviews (QBRs) focused on outcomes and ROI
Ensure Account Managers maintain accurate account notes, opportunity tracking, and renewal data
Cross-Functional Collaboration
Partner closely with Sales, Finance, Operations, and Resolution teams to close revenue opportunities
Align account strategies with onboarding, activation, and service delivery teams
Ensure commercial decisions comply with company policies and contracts
Qualifications
Bachelor’s degree in Business, Marketing, Management, or related field (preferred)
4–6 years of experience in Sales, Account Executive, or Account Management roles
2+ years of experience in a leadership or team lead role
Proven track record of meeting or exceeding revenue targets
Strong experience handling renewals, upsells, cross-sells, and contract negotiations
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