Head of Account Management

Blueprint; San Francisco (CA); Hybrid; USD 213,000 - 288,000; Full time

Job summary

Rocketlane is seeking a Manager of Global Expansion to build and lead the team responsible for expansion revenue across its top-tier customers. You will manage a global pod of Strategic Account Managers in the US and India, each handling roughly 50 named accounts.

This builder role requires establishing the expansion playbook, hiring bar, and forecasting cadence, while coaching on six-figure deals and partnering with Customer Success, Product, and Marketing.

Qualifications

• 2–3 years managing a true expansion team (named accounts).
• 5+ years of experience in account management, enterprise sales, or expansion-focused roles in B2B SaaS.
• Proven history of hitting growth or expansion targets within existing accounts, both individually and as a people manager.
• Experience selling multi-product or platform solutions.
• Comfortable with startup ambiguity – resourceful, scrappy, and able to build process rather than simply inherit it.
• Strong relationship-building skills with senior and executive stakeholders.
• High level of organization and attention to detail; cross-functional collaboration with CS, Product, and Marketing.

Responsibilities

• Recruit, manage, and coach a global team of Strategic Account Managers—US and India.
• Own global expansion quota and forecasting for the team.
• Build and refine the expansion playbook, pipeline stages, and forecasting cadence for Nitro and Rocketlane's products.
• Drive adoption of Nitro and AI capabilities; signal product-market fit.
• Provide hands-on deal coaching on six-figure expansion opportunities with senior stakeholders.
• Partner with CS, Product, and Marketing to surface expansion opportunities.
• Set and report quota to Sales leadership and ramp the US team within the first year.

Skills

Expansion management

Enterprise sales

Account management

Multi-product sales

Relationship building

Organizational skills

Job description

Location

San Francisco, New York City, or Lehi, Utah 3 days/week

Travel

25–35%

About Rocketlane

Rocketlane is the leading modern professional services automation platform for customer onboarding and implementation teams — a single system that combines project management, collaboration, time tracking, billing, forecasting, and automation for post-sales teams managing complex customer rollouts. Rocketlane is consistently recognized as the #1 platform in Client Onboarding on G2 and is winning upmarket against a field of legacy, PE-owned tools that were never built for modern delivery teams.

The company recently closed a $60M Series C, after doubling revenue for two consecutive years (110 NRR). That growth happened before the launch of Nitro, Rocketlane's new agentic AI layer — which makes now a particularly strong moment to join from an equity and impact standpoint. Nitro changes what services teams can deliver with the same headcount, expands deal sizes, and is becoming a meaningful new expansion engine across Rocketlane's existing customer base.

The Role

Rocketlane is hiring a Manager of Global Expansion to build and lead the team responsible for expansion revenue across Rocketlane's top-tier customers. You will manage a global pod of Strategic Account Managers — three today, growing to four, in the US, plus two in India — each owning roughly 50 named accounts within Rocketlane's top 100 customers.

These accounts sit on long‑term contracts, so churn risk is low and the team's full focus is on adoption, expansion, and new revenue: growing usage of Nitro and Rocketlane's broader platform, adding seats, upgrading support tiers, and expanding into new teams, departments, and subsidiaries.

This is a builder's role. You'll inherit a young, high‑potential function and are expected to establish the playbook, hiring bar, and forecasting discipline as you go — effectively running a zero‑to‑one motion for Nitro's product‑market fit inside a fast‑scaling company.

Responsibilities

• Recruit, manage, and coach a global team of Strategic Account Managers — 3 (growing to 4) in the US and 2 in India — each carrying a book of roughly 50 named strategic accounts.
• Own global expansion quota of the entire team.
• Build and continually refine the expansion playbook — account planning, pipeline stages, and forecasting cadence — for Nitro and Rocketlane's broader product line.
• Drive team‑wide adoption and expansion of Nitro and other AI‑driven capabilities, effectively owning early product‑market‑fit signal for Rocketlane's newest product.
• Provide hands‑on deal coaching on six‑figure, multi‑stakeholder expansion opportunities, and engage directly with senior/executive stakeholders on strategic or escalated accounts.
• Partner with Customer Success, Product, and Marketing to align on customer outcomes and surface new expansion opportunities.
• Set and hold the team accountable to individual and team quota, with disciplined, predictable forecasting reported to Sales leadership.
• Recruit and ramp toward a 4‑person US team over the first year while maintaining performance across the existing team.

What Success Looks Like

• Global team consistently hits or exceeds the combined expansion quota.
• Strong, measurable adoption of Nitro across the strategic account base.
• A repeatable expansion playbook and forecasting process operating across both the US and India teams.
• A reputation as a hands‑on player‑coach — someone who builds process and still rolls up their sleeves on strategic deals.

Qualifications

• 2–3 years managing a true expansion team (named accounts) — not a net‑new sales management background. 5+ years of experience in account management, enterprise sales (six‑figure deals specifically), or expansion‑focused roles in B2B SaaS.
• Proven history of hitting growth or expansion targets within existing accounts, both individually and as a people manager.
• Experience selling multi‑product or platform solutions.
• Comfortable with startup ambiguity – resourceful, scrappy, and able to build process rather than simply inherit it.
• Strong relationship‑building skills with senior and executive stakeholders.
• High level of organization and attention to detail; comfort working cross‑functionally with Customer Success, Product, and Marketing.
• Experience managing a distributed or global team is a plus.
• Experience selling AI, automation, or workflow platforms is a plus.

Why Rocketlane

Rocketlane is defining the future of post‑sales execution, with strong product‑market fit, a differentiated AI roadmap in Nitro, and a customer base with significant untapped expansion potential. This role is a rare combination of strategic scope and startup ownership: you'll build a global expansion function from the ground up, work directly with senior Sales leadership, and play a defining role in Rocketlane's next stage of growth.

Compensation

$250,000 per year