Associate Director, Account Management
Leads and scales a quota-carrying Account Management team focused on upsell, cross-sell, and expansion revenue across SMB and mid-market customers. The role requires people-management experience, strong sales coaching and forecasting skills, and the ability to build repeatable operating systems.
About the job
Responsibilities
- Lead, coach, and develop Account Managers and Team Leads responsible for upsell, cross-sell, and expansion revenue.
- Own team performance against revenue, pipeline, activity, and forecast targets.
- Establish operating rhythms for 1:1s, pipeline reviews, deal reviews, forecasting, and performance management.
- Translate company goals into measurable frontline behaviors and hold the team accountable for consistent execution.
- Use CRM data, dashboards, call reviews, and direct observation to identify performance gaps and coach representatives.
- Build and refine sales plays, account-planning frameworks, outreach strategies, and team processes.
- Address underperformance directly while developing and retaining high performers.
- Partner with Client Success, Sales, Revenue Operations, and Product to improve account-expansion strategy and execution.
- Hire, onboard, and ramp additional Account Managers as the team grows.
Requirements
- 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 in a fast-paced startup environment.
- Proficiency with CRM tools, preferably HubSpot, and analytics dashboards.
Nice-to-Haves
- 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.
Compensation and Benefits
- Base salary: $150k-$170k.
- OTE: $220k-$240k.
- Potential equity compensation for outstanding performance.
- Flexible PTO.
- Company-sponsored lunches.
- Company-paid disability and life insurance.
- Company-paid family and medical leave.
- Medical, dental, and vision insurance.
- Discounted pet insurance.
- FSA/DCA and commuter benefits.
- 401(k).
- Complimentary digital fitness classes and wellness content.
- Recovery suite at headquarters, including a cold plunge, sauna, and shower.
- Remote/hybrid work environment.
Skills
Account Management, B2B SaaS, Sales Coaching, Pipeline Management, Forecasting, Revenue Analytics, CRM, HubSpot, Account Planning, Upselling, Cross-Selling, Google Workspace, LLMs
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