Manager, Upper Mid-Market Account Management

Greenhouse is looking for a Manager, Upper Mid-Market Account Management to lead a high-performing team of Mid-Market II Account Managers focused on driving customer retention, expansion, and product adoption. 

In this role, you’ll develop world-class talent and drive predictable revenue growth while building the systems, processes, and rituals to help the team consistently hit their goals. You’ll partner closely with leaders across the business and serve as a coach, strategist, and bridge-builder, ensuring our customers aren't just using our product, but optimizing it to transform their own hiring practices.

Who will love this job

• A coach and multiplier – you love developing people, giving clear feedback, and turning individual strengths into team-wide performance
• A data-driven operator – you instinctively reach for metrics, dashboards, and trends to understand performance and guide decisions
• A customer-obsessed partner – you care deeply about customer outcomes and are energized by complex renewal and expansion scenarios
• A cross-functional collaborator – you enjoy working with CS, Product, Marketing, Enablement, and RevOps to solve problems and scale repeatable plays
• A decisive, inclusive leader – you’re comfortable making calls with imperfect information, while creating space for diverse perspectives and voices on your team

What you’ll do

• 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

You should have

• 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

Applicants must be currently authorized to work in the United States on a full-time basis.

If you are based in California, we encourage you to read this important information for California residents linked here.

The national pay range for this role is $102,780.00 - $135,000.00 base pay. Individual compensation will be commensurate with the candidate's experience and qualifications. Certain roles may be eligible for additional compensation, including stock option awards, bonuses, and merit increases. Additionally, certain roles have the opportunity to receive sales commissions that are based on the terms of the sales commission plan applicable to the role.

Greenhouse provides a variety of benefits to employees, including medical, dental, and vision insurance, basic life insurance, mental health resources, financial wellness benefits, and a fully paid parental leave program. For US-based employees, we offer short-term and long-term disability coverage, a 401(k) plan and company match. U.S. based employees also receive, per calendar year, up to 14 scheduled paid holidays and up to 80 hours of paid sick leave. Non-exempt employees accrue up to 20-25 days of paid vacation time annually, depending on tenure, and exempt employees have flexible paid time off (PTO).

The anticipated closing date for this role is Thursday, March 26, 2025. 

#LI-BB2