Manager, Corporate Account Management

Why Work For Us

Grubhub, part of Wonder Group Inc, is all about connecting hungry diners with our network of over 375,000 merchants nationwide. Innovative technology, user-friendly platforms and streamlined delivery capabilities set us apart and make us an industry leader in the world of online food ordering. When you join our team, you become part of a community that works together to innovate, solve problems, grow, work hard and have a ton of fun in the process!

About The Role:

The Grubhub Corporate team is looking for a dynamic, sales-driven leader to manage and inspire a high-performing team of Client Success Managers supporting both SMB and Enterprise accounts. In this role, you’ll oversee 6–12 individual contributors who manage fast-growing businesses with multimillion-dollar meal program budgets. We’re seeking a sales-minded manager who thrives at the intersection of relationship building and revenue growth. You’ll coach your team on consultative upselling and cross-selling, develop playbooks for driving account expansion, and partner with clients on strategic initiatives like promotions and service innovation.

The Impact You Will Make

• Own a revenue metric and ensure CSMs are meeting their financial KPIs which feed into the Enterprise and SMB team goals.

• Determine revenue achievement strategy with Director and CSMs, defining specific actions, promotions, and team activities to meet and exceed goals.

• Develop “long tail” client communication and engagement strategy with Director to right-size service for smaller spending or ad hoc clients.

• Lead CSMs, in partnership with regional Sales Leaders, to ensure the successful onboarding of new business and continued growth of those accounts over time.

• Partner closely with CS Director, Sales leaders and other cross-functional stakeholders to develop new client promotions and service adjustments to drive incremental business growth.

• Partner with Product and Engineering leaders to inform product prioritization and accurately convey client needs

• Direct CSMs on how to prioritize their book of business, ranging from 75 to 100s of clients to ensure time and effort are focused in the most impactful areas.

• Join calls as point of escalation in issue triage and times of client dissatisfaction, de-escalating as needed and forming clear steps to resolution

• Join in person client meetings a few times a year, representing Corporate at client events or in client meetings.

• Pipeline management: ensure CSMs log their revenue opportunities in Salesforce with relevant information to ensure financial objectives will be met, CSMs are meeting KPI expectations, and to surface broader trends for senior leadership awareness.

• Support Director in weekly and monthly business review content, identifying areas of risk and opportunity to flag in a senior and executive level environment.

• Talent management: attract, hire, develop and retain team members who fit the evolving needs of the business. Assist Director in developing the right talent profile, coaching the existing team through change management and hiring into profiles as the team expands.

• Coach team on balancing revenue protection activities with upsell efforts

• Negotiate with clients on contracts to meet Grubhub and client financial objectives

• Shadow CSMs on calls and presentations to coach on all development areas

• Support CSMs in order and product issue escalation

• Articulate risk / reward trade offs in pursuit of continuous improvement

What You Bring to the Table

• 3+ years experience managing Sales Teams, Account Managers, Customer Success Managers or equivalent positions.

• Experience managing a team lead or manager is a plus but not required.

• Experience hiring and developing new talent preferred

• 10+ years work experience in Account Management, Customer Success, Sales or related field.

• Experience owning revenue objectives as an IC and/or manager with personal accountability for quota or KPIs.

• Deep experience developing strategy around client retention and incremental growth and translating those plans into action.

• Strong familiarity with Salesforce, managing opportunities and other elements to understand individual KPI performance and the team at scale.

• Excellent communication skills: able to effectively lead and present at large team meetings, motivates and excites the team, can collaborate and negotiat