Team Manager, Enterprise Account Management

Accountabilities:

You will be responsible for the team's commercial results, operational discipline, and professional development, ensuring that enterprise customers receive consistent attention throughout the renewal and expansion lifecycle. Your main responsibilities will include:

• Team Leadership and Development: Lead, coach, and develop six Enterprise Account Managers, each managing up to 40 accounts with annual recurring revenue (ARR) of $10,000 or more. Conduct weekly one-on-ones, call and deal reviews, and account-plan reviews, and maintain a documented development plan for every team member.

• Revenue Retention and Expansion: Own gross revenue retention, net revenue retention, and expansion attainment across the Americas portfolio of accounts generating $10,000 or more in ARR. Track and report performance weekly against established targets.

• Forecasting and Performance Management: Lead weekly renewal and expansion forecasting, analyzing opportunities by stage and category. Present forecasts during regional forecast calls alongside Account Executive and Enterprise Account Specialist leaders, maintaining a strong focus on forecast accuracy as well as target attainment.

• Account and Territory Management: Keep account portfolios within the 40-account limit, rebalance assignments as accounts grow or change ownership, and manage account allocation when team members join, leave, or move territories.

• Renewal Strategy: Ensure renewals are addressed well before contract expiration, supported by clear value narratives and early risk identification. Establish escalation guidelines with the VP for multi-year agreements and pricing decisions.

• Cross-Team Operating Agreements: Manage the working relationship with the Enterprise Account Specialist team, ensuring accounts with $10,000 or more in ARR are transferred within ten business days and confirmed in Salesforce, while add-on opportunities below $10,000 are passed to the appropriate team.

• Recruitment and Onboarding: Own recruiting, interviewing, and onboarding for open Account Manager positions. Establish structured ramp plans and time-to-productivity targets while supporting strong employee retention.

• Cross-Functional Collaboration: Partner with Enterprise Solution Engineering, Customer Success, Support, Sales Operations, and Finance to resolve obstacles to renewals and expansion. Share customer and market insights with Product teams and senior leadership.

• Quarterly Business Reviews: Lead quarterly business reviews covering prior-quarter performance, renewals expected two quarters ahead, expansion pipeline, and untapped growth opportunities across the portfolio.

• Operational Excellence: Maintain current account plans for key customers, ensure timely handoffs between teams, support strong conversion of transferred opportunities, and provide the VP with the visibility needed to focus on broader organizational priorities.

Requirements:

The ideal candidate brings substantial experience in enterprise account management, SaaS renewals, or customer-facing technology sales, along with proven first-line leadership experience. You should combine strong commercial judgment with a disciplined approach to forecasting, coaching, and cross-functional execution.

• At least five years of experience in enterprise account management, renewals, or customer-facing sales involving existing customers in SaaS or technology.

• At least two years of experience leading a quota-carrying team as a first-line manager.

• A demonstrated track record of owning and reporting team retention or revenue results, supported by disciplined weekly forecasting and reliable accuracy.

• Proven coaching and development skills, with examples of helping Account Managers or sellers become high performers.

• Strong commercial judgment involving renewals, multi-year agreements, pricing strategies, and procurement processes in mid-sized and large organizations.

• Ability to establish clear operating agreements and maintain productive working relationships with peer leaders and cross-functional teams.

• Proficiency in Salesforce forecasting, pipeline management, account planning, and related operating cadences.

• Experience in remote connectivity, IT management, or adjacent enterprise software is preferred.

• Ability to work remotely within the United States and travel regularly to Tampa and customer locations.

Benefits:

• Remote work opportunity within the United States.

• Competitive compensation and bonus opportunities.

• Flexible paid time off (PTO) and paid holidays.

• 401(k) retirement plan with employer matching.

• Comprehensive health insurance, including the option of 100% employer-paid medical coverage.

• Up to 12 weeks of parental leave.

• Basic life insurance and short-term and long-term disability coverage, fully paid by the employer.

• Quarterly team-building events, leadership luncheons, and company-wide All Hands meetings.

• Open-door management culture and business-casual dress code.

• Opportunities to participate in diversity, inclusion, and employee-led change initiatives.

• An inclusive work environment that supports employees' personal and professional development.

• Accommodations and adjustments available throughout the application, interview, and onboarding process.