Account Management Specialist

Highbridge Talent; United States; On-site; USD 160,000 - 170,000; Full time

Job summary

Highbridge Talent seeks an Account Management Lead to head a global team supporting customers across international markets. This player-coach leadership role combines people management with direct involvement in strategic customer relationships and commercial activity.

The successful candidate will drive upsell, cross-sell and revenue growth across existing accounts while ensuring retention and high customer satisfaction.

Qualifications

• Proven experience in Account Management, Customer Success or a similar customer-facing commercial role.
• Previous experience managing and developing an account management team.
• Strong commercial and sales mindset.
• Demonstrable experience with upselling and cross-selling into existing customers.
• Comfortable operating as both a manager and an individual contributor.
• Strong relationship-building and negotiation skills.
• Experience managing complex B2B customer relationships.
• Strong understanding of recurring revenue and account growth.
• Data-driven approach to account management and commercial performance.
• Excellent communication and stakeholder management skills.

Responsibilities

• Lead and develop a team of approximately 4–5 Account Managers across international markets.
• Act as a player-coach, providing leadership while remaining actively involved in strategic customer relationships.
• Develop and implement account growth strategies across the existing customer base.
• Drive upselling and cross-selling opportunities.
• Identify opportunities to increase customer revenue and lifetime value.
• Develop account plans for key strategic customers.
• Coach Account Managers on commercial conversations, opportunity identification and closing expansion opportunities.
• Establish clear account growth targets and KPIs.
• Analyse account performance and identify opportunities for further growth.
• Build strong relationships with senior customer stakeholders.
• Support negotiations, renewals and complex commercial discussions.
• Work closely with sales, product, marketing and subject matter experts to identify opportunities within existing accounts.
• Ensure customer retention remains strong while shifting the team towards a more proactive revenue-generation approach.
• Share customer insights with internal teams to help improve products, services and go-to-market strategies.

Skills

Account Management

Leadership

Upselling

Cross-selling

Relationship Building

Negotiation

Strategic Planning

Data-driven

B2B

Tools

CRM tools

Job description

Operational & Safety Software | Transportation

Compensation - Base Salary

Approximately $160,000–$170,000 USD, depending on experience.

About the Role

We are looking for an experienced Account Management Lead to lead a global team of account management professionals supporting customers across multiple international markets.

This is a player-coach leadership role, combining people management with direct involvement in strategic customer relationships, account growth and commercial activity.

The successful candidate will be responsible not only for retaining existing customers, but also for identifying and driving opportunities to upsell, cross-sell and increase revenue across the existing customer base.

The Opportunity

The business has an established customer base and is looking to significantly increase the commercial value generated from existing accounts.

Historically, the Account Management function has been heavily focused on customer retention and relationship management.

The next stage of growth requires a more commercially focused approach.

You will lead the team in identifying opportunities to expand existing customer relationships, introduce additional solutions and increase account revenue while maintaining strong customer satisfaction and retention.

Key Responsibilities

• Lead and develop a team of approximately 4–5 Account Managers across international markets.
• Act as a player-coach, providing leadership while remaining actively involved in strategic customer relationships.
• Develop and implement account growth strategies across the existing customer base.
• Drive upselling and cross-selling opportunities.
• Identify opportunities to increase customer revenue and lifetime value.
• Develop account plans for key strategic customers.
• Coach Account Managers on commercial conversations, opportunity identification and closing expansion opportunities.
• Establish clear account growth targets and KPIs.
• Analyse account performance and identify opportunities for further growth.
• Build strong relationships with senior customer stakeholders.
• Support negotiations, renewals and complex commercial discussions.
• Work closely with sales, product, marketing and subject matter experts to identify opportunities within existing accounts.
• Ensure customer retention remains strong while shifting the team towards a more proactive revenue-generation approach.
• Share customer insights with internal teams to help improve products, services and go-to-market strategies.

What We're Looking For

• Proven experience in Account Management, Customer Success or a similar customer-facing commercial role.
• Previous experience managing and developing an account management team.
• Strong commercial and sales mindset.
• Demonstrable experience with upselling and cross-selling into existing customers.
• Comfortable operating as both a manager and an individual contributor.
• Strong relationship-building and negotiation skills.
• Experience managing complex B2B customer relationships.
• Strong understanding of recurring revenue and account growth.
• Data-driven approach to account management and commercial performance.
• Excellent communication and stakeholder management skills.

Location

Candidates can be based in:

• USA
• Australia

The role will work with a globally distributed team across the USA, Australia/New Zealand and Europe.

Compensation

Base Salary: Approximately $160,000–$170,000 USD, depending on experience.

Why This Role?

This is an opportunity to take ownership of an established global account management function and help transform it from a primarily retention-focused team into a commercially driven account growth organisation.

You will have the opportunity to directly influence customer relationships, team performance and recurring revenue growth within a specialist operational and safety software environment.