Director of Mid-Market Account Management

Sales & Business Development
New York, NY, USA
Posted on Wednesday, May 15, 2024

Director of Mid-Market Account Management

  • Consulting
  • New York

Description is looking for an experienced Director of Mid-Market Account Management to oversee our large & growing Mid-Market Account Management team, consisting of multiple teams. The Director of Mid-Market Account Management, will oversee the expansion and growth of all of our customer base in the Mid-Market segment. Overseeing up to 5 teams of Account Managers, the Director of Mid-Market Account Management will need to coach and develop our Sales Managers overseeing these teams.

About The Role

This individual will be responsible for growing and developing our AM leaders by providing expert level Account Management knowledge and coaching, while also pushing for process improvement, aligning the GTM and customer journey (CS, Renewal, & Partner orgs), and strategically leading the team to exceed critical business objectives and performance targets.

The ideal candidate will value transparency and diversity, be driven to overachieve, be constantly curious, and have a passion for collaborating with, developing, and helping others.

  • Partner with all members of the leadership team, including cross-functional groups (New Business, CS, Renewal, Partnership, Biz Dev, Marketing, Product, Legal, Security, etc), to ensure all phases of customer life-cycle are aligned with complementary actions and accountability.
  • Collaborate globally with AM & sales leaders surrounding GTM strategy to optimize customer ROI.
  • Hire, integrate, enable, develop, and retain sales and sales leadership talent while supporting their success and fostering a results-driven culture of collaboration, accountability, and transparency
  • Accurately forecast and track leading indicators to ensure consistent and predictable monthly/quarterly results that align with the company objectives and revenue goals
  • Analyze data and dynamics to maximize existing successes and develop new growth opportunities for further scale
  • Accountable for key metrics and results, including new initiatives and all areas that require joint alignment surrounding the customer journey
  • Effectively develop, design, build, and execute all aspects of the MM Account management plan (with global consideration/collaboration) to predictably and consistently generate short-term results while holding a long-term perspective


  • 6+ years of experience building and running sales teams in the SaaS space
  • 4+ years of experience as a second-line sales leader
  • Specialization in Account Management focused on expansion & NDR
  • Cross-functional leadership and influencing skills; ability to build strong partnerships both outside and within (ie New Business, CSM, Renewal, and Partnership orgs)
  • Proven track record of meeting/exceeding targets and objectives personally and as a leader
  • Operationally strong; skilled at business planning and diligent at measuring and communicating progress towards the plan, identifying roadblocks, and developing appropriate solutions
  • Technically strong and accustomed to selling into CEOs, CFOs, CIOs, CTOs, and Line of Business - focused on driving value
  • Ability to thrive in a fast-paced environment; the atmosphere of a startup energizes you, and you understand how to thrive when change is constant and obstacles need to be overcome with optimism, creativity, and teamwork
  • Highly professional with strong verbal and written communication skills
  • Mastery of consultative/solution selling methodologies like MEDDIC, Challenger, Solution Selling, and Sandler
  • Exhibits passion, persistence, and integrity in all that you do while being Customer Obsessed and thinking “out of the box” to uncover and pursue new opportunities

What can offer you:

  • Opportunity to join a well-funded, proven company with big ambitions, competitive salary and benefit package, bonus potential, and eligibility to take part in the company equity incentive program
  • Amazing company culture that values transparency and collaboration while never forgetting to have fun while we work!
  • Monthly stipends for food, wellness, and commuter work
  • Fully dedicated learning and development team that provides opportunities for our employees to hone and gain new skills
  • Award winning work environment - named a "Best Place to Work" by BuiltIn as well as "Great Place To Work" certified
  • We foster diversity, inclusion, and belonging through our Employee Resource Groups in addition to providing access to resources and education to support our team, facilitate conversations, and encourage understanding
  • A global work environment with employees in Tel Aviv, New York, San Francisco, Miami, Chicago, Denver, London, Kiev, Sydney, São Paulo, and Tokyo

Please note that this role is on a hybrid model.

Visa sponsorship for this role is currently not available. is proud to be an equal-opportunity employer. We hire talented individuals, regardless of gender, race, ethnicity, ancestry, age, disability, sexual orientation, gender identity or expression, military or veteran status, cultural background, religious beliefs, or any other characteristic protected by federal, state, or local laws

For New York City-based hires only: Compensation Range: $290,000-$310,000 base salary, subject to standard withholding and applicable taxes. In addition to base salary, the role includes opportunity to receive and/or earn a discretionary bonus and/or equity based on Company’s plans and in accordance with Company’s policies. Compensation finally awarded to the candidate will be commensurate with the candidate’s skills and experience. Compensation ranges for candidates in locations outside of New York City may differ based on the cost of labor and such additional factors for such other locations.

Our Team

The Consulting team is goal-oriented, customer-centric and comfortable dealing with big numbers. With our end-to-end consultative approach, we gain a deep understanding of our customers' pains and processes to create a tailored solution to derive maximum value from We are quick thinkers, initiative-takers, not afraid to go the extra mile.