Associate Director, Account Management
$150,000–$170,000 year
Remote
Job Summary
Lead, coach, and develop a team of Account Managers and Team Leads responsible for upsell, cross-sell, and expansion revenue. Own team performance against revenue, pipeline, activity, and forecast targets by building clear operating rhythms around 1:1s, pipeline reviews, deal reviews, and performance management. Translate company goals into measurable frontline behaviors, using CRM data, dashboards, call reviews, and direct observation to identify gaps and coach reps to improve. Build repeatable sales plays, account planning frameworks, and outreach strategies while partnering with Client Success, Sales, Revenue Operations, and Product to refine expansion execution. Hire, onboard, and ramp additional Account Managers as the team grows. Address underperformance quickly and directly while developing and retaining high performers.
Required Qualifications
- 5+ years of experience in Account Management, Sales, or another quota-carrying B2B SaaS revenue role
- 2+ years of direct people-management experience leading quota-carrying revenue professionals
- Demonstrated success leading a team to achieve or exceed revenue targets
- Strong track record of coaching and improving frontline seller performance
- Excellent pipeline management, forecasting, and revenue analytics skills
- Proven ability to build systems, processes, and operating rhythms that drive consistent execution
- High standards for accountability and comfort having direct performance conversations
- Highly organized, analytical, resourceful, and comfortable operating in a fast-paced startup environment
- Proficient with CRM tools, preferably HubSpot, and analytics dashboards
Desired Qualifications
- Experience building or scaling an Account Management or customer expansion team
- Experience managing upsell and cross-sell motions within an existing customer base
- Familiarity with healthcare, particularly PT/OT/SLP practices
- Experience with HubSpot, Google Workspace, LLMs, or similar productivity and analytics tools
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