Manager Upper Mid-Market Account Management

Job Description

Our mission at Greenhouse is to make every company great at hiring – so we go to great lengths to hire great people because we believe that they’re the foundation of our success. At Greenhouse, you’ll join a team that collaborates purposefully, fosters inclusivity, and communicates with transparency and accountability so we can help companies measurably improve the way they hire.

Join us to do the best work of your career, solving meaningful problems with remarkable teams.

Greenhouse is looking for a Manager, Upper Mid-Market Account Management to lead a high-performing team of Mid-Market II Account Managers focused on driving customer retention, expansion, and product adoption.

In this role, you’ll develop world-class talent and drive predictable revenue growth while building the systems, processes, and rituals to help the team consistently hit their goals. You’ll partner closely with leaders across the business and serve as a coach, strategist, and bridge-builder, ensuring our customers aren’t just using our product, but optimizing it to transform their own hiring practices.

Who will love this job

• A coach and multiplier – you love developing people, giving clear feedback, and turning individual strengths into team-wide performance
• A data-driven operator – you instinctively reach for metrics, dashboards, and trends to understand performance and guide decisions
• A customer-obsessed partner – you care deeply about customer outcomes and are energized by complex renewal and expansion scenarios
• A cross-functional collaborator – you enjoy working with CS, Product, Marketing, Enablement, and RevOps to solve problems and scale repeatable plays
• A decisive, inclusive leader – you’re comfortable making calls with imperfect information, while creating space for diverse perspectives and voices on your team

What you’ll do

• Lead, mentor, and develop a team of Upper Mid-Market Account Managers, providing regular 1:1s, deal coaching, and performance feedback to help each person grow and succeed
• Own key results for your team, including gross retention, net expansion, and new product attach across your team’s book of business
• Inspect and coach pipeline, forecast, and deal strategy, ensuring your team maintains accurate renewals and expansion forecasts in systems like Salesforce and Gong
• Guide your team through complex negotiations, escalations, and executive-level conversations, helping them structure compelling narratives and value based outcomes for our customers
• Coach and enforce structured sales methodologies such as Command of the Message and MEDDIC to drive rigorous qualification, stakeholder alignment, and value-based deal execution across a mid-market portfolio with multi-threaded buying groups and longer sales and renewal cycles
• Establish clear expectations, priorities, and operating rhythms for the team (team meetings, forecast reviews, deal strategy sessions, QBR prep, etc.) that keep everyone focused on outcomes
• Use data to identify trends in churn, expansion, and product adoption; translate insights into coaching, playbooks, and experiments to improve results over time
• Contribute to broader Account Management and Sales leadership forums by sharing insights from the Mid-Market segment and influencing strategy, process, and tooling decisions

You should have

• 5+ years experience hiring for and leading a quota-carrying sales account management team (ideally 5+ reps) in a SaaS environment
• Demonstrated track record of meeting or exceeding team targets across retention, expansion, and/or new business in SMB and Mid-Market segments
• Experience managing long-term, complex customer relationships and coaching others on stakeholder management, renewal strategy, and value realization
• Strong analytical and operational skills, with the ability to set OKRs/KPIs, interpret performance data, and run a disciplined forecast process
• Excellent verbal and written communication skills, including comfort presenting to customer executives and internal leadership
• Proven experience working cross-functionally with CS, Marketing, Product, and/or RevOps to design and execute go-to-market plays
• Experience applying structured sales methodologies such as Command of the Message and MEDDIC
• Commitment to inclusive leadership and talent development, creating a culture of feedback, growth, and belonging on your team
• Your own unique talents! If you don’t meet 100% of the qualifications outlined above, tell us why you’d be a great fit for this role in your cover letter

Applicants must be currently authorized to work in the United States on a full-time basis.

If you are based in California, we encourage you to read this important information for California residents linked here .

The national pay range for this role is $102,780.00 - $135,000.00 base pay. Individual compensation will be commensurate with the candidate’s experience and qualifications. Certain roles may be eligible for additional compensation, including stock option awards, bonuses, and merit increases. Additionally, certain roles have the opportunity to receive sales commissions that are based on the terms of the sales commission plan applicable to the role.

Greenhouse provides a variety of benefits to employees, including medical, dental, and vision insurance, basic life insurance, mental health resources, financial wellness benefits, and a fully paid parental leave program. For US-based employees, we offer short-term and long-term disability coverage, a 401(k) plan and company match. U.S. based employees also receive, per calendar year, up to 14 scheduled paid holidays and up to 80 hours of paid sick leave. Non-exempt employees accrue up to 20-25 days of paid vacation time annually, depending on tenure, and exempt employees have flexible paid time off (PTO).

The anticipated closing date for this role is Thursday, March 26, 2025.

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Who we are

At Greenhouse, we live by our mission through using our own product to help us hire the right person for the job, every time. We are a remote-first company and have shared office spaces in New York City and Ireland, and optional co-working spaces that give us flexibility to do our best work anywhere. We take an active role in our growth through a performance review program that’s committed to providing actionable feedback, and a bonus structure that rewards great performance. We believe that bringing together a variety of perspectives makes us a stronger company – and we nurture leaders who create an inclusive culture and invest into employee resource groups that celebrate our differences and life experiences. We’re proud to have built an award-winning culture that’s been recognized as Fortune’s Best Places to Work and Inc.’s Best Workplaces multiple years in a row.

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Greenhouse Software is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex (including pregnancy, sexual orientation, or gender identity), national origin, age, disability, genetic information, veteran status, or any other characteristic protected by applicable local laws, regulations and ordinances. If you need assistance and/or a reasonable accommodation during the application process, reach out to [email protected].

Emails about job opportunities at Greenhouse Software are only offered by employees with @greenhouse.io email addresses. See this page on our website if you suspect a phishing scam.