The Manager, Account Management (Middle Market) will lead the strategy and revenue generation efforts within the Middle Market segment. This role is pivotal in coordinating with leadership and fostering cross-functional collaboration to achieve organizational goals. The Associate Director will oversee the daily operations of the outbound sales team, drive quality activity, and consistently achieve results. Additionally, this individual will refine and implement the sales strategy for the Middle Market segment.
Key Responsibilities:Strategic Leadership· Develop and own the sales and growth strategy for the Middle Market segment within North America Customer Success.· Collaborate with Marketing, Customer Success, Sales Operations, and Business Systems teams to audit and optimize processes and technologies for inbound leads.· Ensure robust tracking and reporting of Middle Market KPIs in partnership with Marketing and Business Systems.· Work with Marketing to align collateral, messaging, and campaigns for optimal revenue generation within the Middle Market segment.Team Leadership & Management· Lead weekly coaching meetings with Sales Executives to drive performance and provide actionable feedback.· Monitor and review success metrics for campaigns, including open rates, response rates, meetings scheduled, and meetings held.· Support team members in gaining deeper industry, sales, and product knowledge to enhance customer and prospect engagement.· Advocate for and implement process and workflow improvements to increase efficiency and effectiveness.· Assist team members in closing sales, conducting demos, and providing product and industry expertise.· Coordinate technical training and ongoing professional development for all team members.Cross-Functional Collaboration· Partner with Sales Leadership and Sales Operations to audit and enhance training programs.· Collaborate with leadership teams to explore career path opportunities for Sales Executives.· Work with Marketing to ensure the Middle Market segment is equipped with effective campaigns, tools, and strategies to drive revenue.Ownership of Results· Lead the Middle Market team in meeting or exceeding team quotas and performance goals.· Regularly review and refine outbound campaign cadences and pipeline management practices.· Drive the adoption of best practices across the team to maximize outcomes and efficiency.Requirements:To be successful in this role the incumbent will demonstrate the following:· Proven leadership experience with a strong track record of success in sales management.· Exceptional organizational and project management skills.· Deep understanding of HR and Talent Acquisition processes.· Outstanding communication and collaboration abilities, with a demonstrated capacity to work cross-functionally.· A proven mentor and coach who takes pride in developing team members and supporting their career growth.· Experience in partnering with business stakeholders to deliver impactful projects.· Ability to analyze, improve, and optimize sales processes to drive outcomes.
