Account Manager, Mid Market
Manages a mid-market customer portfolio, driving product adoption, renewals, and expansion revenue through consultative relationships. The role requires at least three years of B2B SaaS sales experience, strong pipeline discipline, and regular attendance at the London office.
About the job
Responsibilities
- Identify and close expansion opportunities within Tier 1 and Tier 2 mid-market accounts.
- Conduct virtual and in-person customer meetings, including enablement, product activation sessions, and business reviews.
- Own a portfolio of customers, maintaining strong organization and seeing customer situations through to resolution.
- Collaborate with Customer Success, Support, Marketing, Legal, and Product teams to ensure a seamless customer experience.
- Drive upsell, cross-sell, and upgrade revenue through a consultative, trusted-advisor approach.
- Build relationships with executive sponsors and day-to-day operators.
- Maintain data-driven pipeline decisions and revenue predictability.
- Explore product capabilities to uncover expansion opportunities.
- Surface customer feedback to help influence product direction.
- Meet or exceed monthly revenue targets.
- Develop and maintain 3x pipeline coverage based on a 40% win rate.
- Create account plans for the top 20% of the account portfolio.
- Analyze account usage to identify product activation and adoption opportunities.
- Conduct customer meetings and account touches at the required pace.
- Work from the London WeWork office three days per week.
Requirements
- 3+ years of experience in B2B SaaS sales.
- Proven record of consistently meeting monthly or quarterly revenue targets.
- Experience developing 3x pipeline coverage through inbound leads and targeted account planning.
- Experience identifying additional use cases and expansion opportunities.
- Experience working cross-functionally with Customer Success, Support, Marketing, Legal, and Product teams.
- Customer-centric approach and ability to thrive in ambiguity and change.
Benefits and Culture
- Professional growth resources, support, and autonomy.
- Cross-functional collaboration and opportunities to experiment and take smart risks.
- AI-native culture focused on productivity, automation, and continuous improvement.
Skills
B2B SaaS, Sales, Account Planning, Pipeline Management, Revenue Forecasting, Upselling, Cross-Selling, Product Activation, Customer Success, CRM
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