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
