Lead Account Manager

SeaHill Consulting Group; Boston (MA); On-site; USD 270,000 - 300,000; Full time

Job summary

SeaHill Consulting Group seeks an accomplished sales leader to drive a 6-8 person Account Management team focused on expanding revenue within existing accounts. You will mentor on complex enterprise cycles, strategize renewals, and champion a data-driven approach to forecasting and pipeline management.

You will partner with Customer Success, Marketing, Support, Presales, Engineering, and Development to align go-to-market initiatives.

Qualifications

• 8+ years of SaaS enterprise or mid-market sales experience with a track record of meeting revenue targets and retaining customers.
• 3+ years as a first-line sales manager with direct reports.
• Proven ability to coach and improve team performance through structured processes.
• Experience managing complex enterprise sales cycles with executive buyers, procurement, legal, and technical buyers.
• Success in account expansion, renewals, and customer retention.
• Experience renegotiating vendor contracts and supporting multi-year agreements.
• Strong deal-coaching skills: qualification, risk assessment, business case, negotiations.
• Ability to build and maintain healthy pipeline coverage through prospecting and cross-functional campaigns.

Responsibilities

• Lead, coach, and develop a team of 6-8 Account Managers to grow revenue across existing accounts through upsell, cross-sell, and retention initiatives.
• Drive team performance against revenue, quota, pipeline, forecasting, and net retention targets.
• Create a high-performance sales culture centered on accountability, transparency, collaboration, and continuous improvement.
• Coach Account Managers on complex enterprise sales cycles, including qualification, business case, pricing, and deal strategy.
• Ensure the team articulates value of software licensing and aligns customer needs with commercial models.
• Establish disciplined pipeline management and forecasting practices with proper qualification and documented next steps.
• Coach to identify expansion opportunities, mitigate churn, and strengthen long-term relationships.
• Provide senior leadership with visibility into pipeline health, deal status, and revenue forecasts.
• Recruit, onboard, develop, and retain high-performing sales talent while addressing performance gaps.
• Partner across departments to align account strategies and go-to-market initiatives.
• Represent the organization in strategic customer meetings and negotiations.
• Coach on active opportunities, renewals, upsell/cross-sell, and complex negotiations.
• Conduct regular pipeline reviews, forecast meetings, and performance discussions.
• Review metrics to identify trends and areas for improvement.
• Support sellers in navigating opportunities with executive buyers and procurement teams.
• Ensure adoption of sales methodology, CRM, and account planning standards.
• Provide deal coaching focused on qualification, criteria, risk, and negotiation strategy.
• Support closing annual and multi-year agreements while maintaining rep ownership.
• Develop healthy pipeline through outbound prospecting and cross-functional campaigns.
• Use Salesforce, Gong, Apollo, and other tools to evaluate activity and performance.
• Prepare weekly revenue and pipeline updates for senior management.
• Collaborate to resolve customer challenges and support retention strategies.

Skills

Leadership

Coaching

Enterprise sales

Forecasting

Pipeline management

Negotiation

Communication

Strategic account management

Tools

Salesforce

Gong

Apollo

Job description

• Lead, coach, and develop a team of 6-8 Account Managers responsible for growing revenue across existing customer accounts through strategic upsell, cross-sell, and retention initiatives.
• Drive team performance against revenue, quota, pipeline, forecasting, and net retention targets.
• Create a high-performance sales culture centered on accountability, transparency, collaboration, and continuous improvement.
• Coach Account Managers on complex enterprise sales cycles, including opportunity qualification, business case development, pricing, contract negotiations, and deal strategy.
• Ensure the team can effectively articulate the value of software licensing solutions and align customer requirements and product usage with appropriate commercial models.
• Establish disciplined pipeline management and forecasting practices, ensuring opportunities are properly qualified, risks are identified, and next steps are clearly documented.
• Coach the team to proactively identify expansion opportunities, mitigate churn risk, and strengthen long-term customer relationships.
• Provide senior leadership with consistent visibility into pipeline health, deal status, revenue forecasts, risks, and opportunities requiring executive support.
• Recruit, onboard, develop, and retain high-performing sales talent while proactively addressing performance gaps.
• Partner across Customer Success, Marketing, Support, Presales, Engineering, and Development to align account strategies and broader go-to-market initiatives.
• Represent the organization in strategic customer meetings, executive presentations, commercial negotiations, and relevant industry events.

Day to Day Responsibilities

• Coach Account Managers on active opportunities, account strategies, renewals, upsell and cross-sell opportunities, and complex negotiations.
• Conduct regular pipeline reviews, forecast meetings, one-on-ones, and performance discussions with individual team members.
• Review sales activity, pipeline coverage, conversion metrics, retention performance, and other quantitative measures to identify trends and areas for improvement.
• Support sellers in navigating complex opportunities involving executive buyers, procurement teams, legal stakeholders, and technical decision-makers.
• Ensure consistent adoption of sales methodology, CRM requirements, account planning standards, and established operating processes.
• Provide deal coaching focused on qualification, decision criteria, competitive positioning, business value, risk identification, and negotiation strategy.
• Support the team in closing annual and multi-year customer agreements while allowing Account Managers to maintain ownership of their opportunities.
• Work with sellers to develop healthy pipeline coverage through outbound prospecting, strategic account planning, and coordinated cross-functional campaigns.
• Use Salesforce, Gong, Apollo, and other sales technologies to evaluate activity, pipeline, conversion, and individual performance.
• Prepare and communicate weekly revenue and pipeline updates to senior management.
• Collaborate with internal teams to resolve customer challenges and support expansion and retention strategies.
• Participate in hiring, onboarding, training, coaching, and ongoing development of Account Management team members.

Preferred Experience and Attributes

• 8+ years of experience in SaaS enterprise or mid-market sales with a demonstrated history of achieving revenue targets and maintaining strong customer retention.
• 3+ years of experience as a first-line sales manager with direct responsibility for Account Managers, Account Executives, or similar quota-carrying sales professionals.
• Proven experience leading and improving team performance through structured coaching, performance management, and disciplined sales operating rhythms.
• Strong experience managing complex enterprise sales cycles involving executive buyers, procurement, legal, technical stakeholders, and sophisticated commercial negotiations.
• Demonstrated success with account expansion, upselling, cross-selling, renewals, and customer retention.
• Experience facilitating complex vendor renegotiations and supporting annual and multi-year agreements.
• Strong deal-coaching capabilities with the ability to assess opportunity qualification, identify risks, develop business cases, and guide negotiations.
• Demonstrated ability to build and maintain healthy pipeline coverage through prospecting, account planning, and cross-functional sales initiatives.
• Strong working knowledge of modern sales technologies, including Salesforce, Gong, Apollo, or similar platforms.
• Strong analytical capabilities with the ability to use pipeline, activity, conversion, and revenue data to guide coaching and sales strategy.
• Executive presence and excellent communication, presentation, and relationship-management skills.
• Proven ability to lead through change, maintain trust, and balance high performance expectations with meaningful coaching and professional development.
• Strategic and analytical mindset with the willingness to remain closely involved in day-to-day team execution.
• Strong planning, organization, communication, and presentation skills.
• Ability to travel up to 25%.

OTE for this role is between $270,000-$300,000 annually