Manager, Technical Accounts – Commercial

Jobtailor; Deutschland; Remote; EUR 90.000 - 140.000; Vollzeit

Zusammenfassung

Jobtailor is seeking a senior leader to manage and grow a Commercial Technical Account Management team in Germany. You will drive adoption, health, and gross retention across customers, while partnering with Account Executives on renewals and maturing lifecycle playbooks.

The role requires strategic thinking, strong SaaS experience, and hands-on coaching. You will own segmentation, health scoring, and QBR frameworks, lead deep-dive saves, and push automation to improve efficiency.

Qualifikationen

• Experience managing post-sales teams (TAM, Solutions Engineering, or related).
• 6+ years in pre- or post-sales roles in B2B SaaS.
• Experience owning GRR, NRR, or adoption targets.
• Background in security, developer tools, or an adjacent technical product.
• Knowledge of the SDLC and how developers and security teams operate.
• Experience owning escalations on at-risk commercial accounts.
• Experience building, operationalizing, or improving post-sales systems, including segmentation, playbooks, health scoring, and QBR frameworks.

Aufgaben

• Lead, coach, and grow a team of Commercial Technical Account Managers.
• Hire ahead of need as the company scales.
• Own adoption, customer health, and gross retention outcomes across the customer base.
• Partner with Account Executives who own commercial renewals.
• Mature and operationalize segmentation, health scoring, and lifecycle playbooks.
• Improve QBRs using meaningful data and customer insights.
• Serve as the senior escalation point for at-risk accounts.
• Run account deep dives, create save plans, and execute them through resolution.
• Set and maintain performance and career-growth standards.
• Improve team efficiency through automation, playbooks, and one-to-many programs.
• Feed technical field intelligence to Product and Engineering.
• Report retention, adoption, and team health metrics to leadership.

Jobbeschreibung

• Lead, coach, and grow a team of Commercial Technical Account Managers
• Hire ahead of need as the company scales
• Own adoption, customer health, and gross retention outcomes across the customer base
• Partner with Account Executives who own commercial renewals
• Mature and operationalize segmentation, health scoring, and lifecycle playbooks
• Improve QBRs using meaningful data and customer insights
• Serve as the senior escalation point for at-risk accounts
• Run account deep dives, create save plans, and execute them through resolution
• Set and maintain performance and career-growth standards
• Improve team efficiency through automation, playbooks, and one-to-many programs
• Feed technical field intelligence to Product and Engineering
• Report retention, adoption, and team health metrics to leadership

Requirements

• 4+ years directly managing post-sales teams (TAM, Solutions Engineering, or related)
• 6+ years total in pre- or post-sales roles (TAM, Solutions, or Services) in B2B SaaS
• Experience owning GRR, NRR, or adoption targets
• Background in security, developer tools, or an adjacent technical product
• Knowledge of the SDLC and how developers and security teams operate
• Experience owning escalations on at-risk commercial accounts
• Experience building, operationalizing, or improving post-sales systems, including segmentation, playbooks, health scoring, and QBR frameworks
• Willingness to work as an individual contributor when needed
• Executive presence with CISOs, VPs of Engineering, and company leadership
• Willingness to travel for customer and company meetings as needed
• Preferred: experience in software supply chain security, AppSec, DevSecOps, or open-source ecosystems
• Preferred: experience scaling a post-sales function at a high-growth startup
• Preferred: experience managing TAM charters
• Preferred: hands-on experience with Vitally or similar CS platforms and scaled/digital-touch programs
• Experience with Slack, GitHub, Zendesk, Vitally, HubSpot, and Grafana

Core Competencies

Demonstrates expertise in managing post-sales teams, focusing on customer retention, adoption, and health metrics. Proven ability to operationalize systems and frameworks that enhance team efficiency and customer engagement in a B2B SaaS environment.

Highest-signal resume keywords

• Post-Sales Team Management
• Customer Retention Strategies
• Operationalizing Playbooks
• Executive Presence
• Experience with Vitally

Hard Skills

• Gross Retention Rate (GRR)
• Net Revenue Retention (NRR)
• Health Scoring
• Segmentation
• Quarterly Business Review (QBR) Frameworks
• Software Development Life Cycle (SDLC)
• Escalation Management

Soft Skills

• Coaching
• Leadership
• Team Efficiency Improvement

Industry Keywords

• B2B SaaS
• Security
• Developer Tools
• AppSec
• DevSecOps
• Software Supply Chain Security

Tools & Technologies

• Vitally
• Slack
• GitHub
• Zendesk
• HubSpot
• Grafana