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 accountsDevelop and execute account growth strategies in partnership with Sales and Customer Success teamsLead pricing, expansion, and renewal conversations with customersIdentify expansion triggers such as increased usage, additional roles, service upgrades, or new productsForecast revenue and maintain accurate pipeline reporting
Team Leadership & Sales Enablement
Lead, coach, and mentor Account Managers on consultative selling and revenue conversationsConduct regular deal reviews, pipeline inspections, and opportunity coaching sessionsEstablish sales playbooks, objection handling guides, and expansion frameworks for the teamParticipate 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 accountsMaintain executive-level relationships with key customers and stakeholdersConduct or support Quarterly Business Reviews (QBRs) focused on outcomes and ROIEnsure 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 opportunitiesAlign account strategies with onboarding, activation, and service delivery teamsEnsure 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 roles2+ years of experience in a leadership or team lead roleProven track record of meeting or exceeding revenue targetsStrong experience handling renewals, upsells, cross-sells, and contract negotiations
