Sr. Manager, Account Management (SMB/Commercial) - Remote

About HighspotHighspot is pioneering the category that is fundamentally changing the way companies increase sales productivity. On a mission to transform the way millions of people work with sales enablement, Highspot is committed to building breakthrough software with a spark of magic. We believe a great place to work is about more than the work – it’s about what the company stands for, and how it authentically represents its values in the real world. To this end, we have put intentional focus on creating equitable workspaces for each of our employees. Our goal is to create a culture where everyone feels a deep sense of belonging and is empowered to be an agent of change, with the ability to transform themselves, their workplace, and their world.
About the RoleHighspot is seeking an experienced Manager of Account Management who will lead, manage and develop a high-performance team of Commercial and SMB focused Account Managers. This leader is passionate about developing and coaching Account Managers to consistent expansion and retention goal attainment while building a culture of high performance and resilience.  This leader empowers their team to manage  Customers successfully utilizing Highspot solutions to drive effective sales enablement. You advocate for the organization, understanding that closely collaborating with other functional areas will drive innovation, passion for our customers and continuous improvements. You will develop strategies for generating growth through expansion as well as retention of the Highspot book of business. You will embody the Highspot guiding principles while articulating the strategy for your organization which is acutely tied to Highspot’s Strategic Memo.  You are not afraid to roll up your sleeves, be hands-on, and bring a make-it-happen attitude. You are able to lead through high growth and change and help your team develop resilience and adaptability in the face of uncertainty; you strive to create an equitable and inclusive environment for your team and the company.  This is an amazing opportunity to make a huge impact on a fast-growing SaaS company.

What You'll Do

• Set and achieve business revenue targets aligned to company goals, and own quarterly and annual revenue goals, and Customer-related KPI’s
• Build a high-performing, results driven organization, passionate about success and winning
• Develop and coach Account Management team on sales acumen, sales discipline and financial performance
• Guide Account Managers in effective Customer health, risk and opportunity assessments, and provide coaching on success planning
• Responsible and accountable for financial performance including accurate opportunity management, pipeline and results
• Partner with the Global Head of Sales, VP of Account Management & Sr. Director of Account Management and the extended Highspot leadership team to establish and manage KPIs that maintain high performance, promote and reward excellence, and drive continuous, transparent feedback across the team
• Develop and maintain executive level relationships with Highspot’s key Customers; participate in customer meetings to validate value positioning, qualify opportunities and support Customer retention
• Acting as a voice of the customer, work with our Product and Services leadership to articulate customer experiences and market opportunities that directly impact top-line outcomes
• Conduct quarterly business reviews to ensure effective Customer retention and expansion identification and efficient engagement of aligned resources
• Actively grow, hire, and continuously develop a diverse, talented and motivated team who succeed by becoming trusted industry experts for their Customers
• Create a positive work environment anchored in Highspot’s guiding principles and DEI&B

Your Background

• A seasoned ​leader who has experience executing a go-to-market model in a fast growing B2B SaaS technology company 
• 12+ years of total Customer-facing SaaS and sales experience, including at least 8 years of management experience
• History of leading teams to overachieve targets in a high growth technology company; leading through uncertain times and a proven ability to apply best practices in customer health management, revenue management, forecasting and opportunity generation activities that translate into superior team and individual performance
• History of leading turnaround teams and a proven track record of translating a turnaround team into one of sustaining success
• Formal leadership development such as Situational Leadership and ability to leverage those concepts to develop team to highest potential
• Demonstrated experience building a scalable and collaborative environment across go-to-market teams
• Ability to drive consistency, productivity and efficiency in a metric driven model. Well-v