Regional Manager, Customer Accounts – West Coast

Tenna; Washington; Hybrid; USD 140,000 - 200,000; Full time

Benefits offered by this job

Remote-friendly

401k match

Paid Time Off

Volunteer Time Off

Health benefits

Career growth

Job summary

Tenna is seeking a Regional Manager, Customer Accounts to lead our Central United States CAM team. You will coach, develop, and scale a frontline sales success group, partnering with Sales, Product, Support, and Professional Services to improve retention and expansion across Enterprise, Mid-Market, and SMB segments.

The role emphasizes reviewing account health, managing renewal risk, driving adoption, and ensuring consistent customer outcomes.

Qualifications

• Bachelor’s degree strongly preferred or equivalent experience.
• 5+ years in B2B SaaS Customer Success, Account Management, or post-sales roles.
• 2+ years direct people-management experience, including hiring and coaching.
• Track record of driving renewals, retention, and expansion with measurable results.

Responsibilities

• Supervises, coaches, and develops a regional team of CAMs across Enterprise, Mid-Market, and SMB segments.
• Owns team retention and expansion results, including renewal performance and logo retention.
• Reviews account health, product adoption, and renewal risk with CAMs on a regular cadence.
• Leads conversations with key accounts when at risk while CAMs handle day-to-day work.
• Manages upcoming renewals and expansion opportunities with proactive risk flags.
• Partners with Sales on clean handoffs for new customers, renewals, and expansion.
• Participates in hiring, onboarding, and ramping new CAMs with clear goals.
• Runs weekly one-on-ones and account reviews; builds development plans for CAMs.

Skills

Salesforce

Leadership

Account Management

B2B SaaS

Data analysis

Communication

Travel readiness

Education

Bachelor’s degree

Tools

Excel

Jira

Service desk systems

Viewpoint/Vista

Job description

Position Description

Tenna is searching for a Regional Manager, Customer Accounts to lead and continue to build our team of Customer Account Managers (CAMs) across the Central United States. In this front-line leadership role, you’ll make sure every CAM on your team is set up to win and every customer in your region gets real value from the Tenna platform, driving retention and expansion along the way. Day to day, you will work side by side with your team, reviewing account health, product adoption, escalations, and renewal risk, and stepping in to help lead the conversation when a key customer is at risk. You will coach, develop, and continue to grow your team of CAMs, and partner with Sales, Product, Support, and Professional Services to improve outcomes across the Central United States. This is a unique opportunity to scale a high-performing team and help shape how Tenna grows with its customers.

Why Tenna?

At Tenna, we believe the best is right in front of all of us, and that each day holds more potential than the one before. We believe that every new discovery can lead to something better than we thought possible. When we boil it down, the top five qualities that define the Tenna Team are quality-obsessed, gritty, continuous learners, collaborative problem solvers, and just plain awesome. Sound like you? Join us as we empower our customers to control their mixed assets anytime, anywhere, on one comprehensive platform.

Note

To be considered, candidates must live in or be willing to relocate to one of the following states: California, Oregon, or Washington.

Responsibilities

• Supervises, coaches, and develops a regional team of Customer Account Managers, growing the team to approximately nine CAMs across Enterprise, Mid-Market, and SMB segments
• Accountable for the team’s retention and expansion results, including gross and net revenue retention, logo retention, and renewal performance
• Reviews account health with each CAM on a regular cadence, including product adoption, usage trends, support escalations, and renewal risk, and ensures every CAM has a clear, current plan for their accounts
• Steps in personally to help lead customer conversations when key or Enterprise accounts are at risk, while CAMs manage the day-to-day account work
• Maintains an accurate view of upcoming renewals and expansion opportunities, flags risk early, and brings forward recommendations rather than just problems
• Reduces unmanaged Red and Yellow accounts by ensuring documented recovery plans are in place and followed through
• Partners with Regional Territory Managers and Sales on clean handoffs for new customers, renewals, and expansion opportunities
• Participates in hiring, onboards, and ramps new CAMs, setting clear goals and performance standards from day one
• Runs weekly one-on-ones, account reviews, and team operating cadences, and builds individual development plans that grow CAMs into stronger customer advisors
• Addresses performance issues directly and constructively, holding the team accountable to clear standards
• Assigns accounts and balances workloads across the team based on segment, complexity, and capacity
• Ensures the team follows Tenna’s playbooks and has the training and tools needed to deliver a consistent customer experience
• Ensures consistent customer progress reviews, Business Review Meetings, and strong executive relationships across key accounts
• Partners with Professional Services to improve onboarding and shorten time to value for new customers
• Brings field feedback and recurring customer needs to Product, and partners with Support to resolve systemic issues that affect multiple customers
• Maintains Salesforce discipline across the region so customer data and reporting are accurate, timely, and actionable
• Travels to customer sites for Enterprise and Platinum customer visits, strategic business reviews, team coaching, and company events
• Shares field insights with leadership to improve health scoring, playbooks, and processes as Tenna scales

Job Requirements

• Bachelor’s degree strongly preferred or equivalent experience
• 5+ years of experience in B2B SaaS Customer Success, Account Management, or post-sales roles
• 2+ years of direct people-management experience, including hiring, coaching, and performance-managing customer-facing team members
• Track record of driving renewals, retention, and expansion, with measurable results you can speak to
• Working knowledge of SaaS account metrics, including GRR, NRR, churn, health scoring, adoption, ARR, and ACV
• Experience supporting Enterprise and Mid-Market customers in complex, multi-stakeholder environments
• Experience managing complex customer escalations; experience supporting a remote or distributed team is a plus
• Strong Salesforce experience, including account management, opportunity tracking, and reporting
• Advanced Excel and data analysis skills; familiarity with Jira, service desk systems, and customer health reporting
• Confidence leading difficult customer conversations and building trust with C-level stakeholders
• Experience in a growth-stage or scaling B2B SaaS organization, with a hands-on, roll-up-your-sleeves approach
• Proactive, transparent, and data-driven, with a bias toward execution and clear follow-through
• Ability to travel approximately 25-35%
• Experience in construction technology, fleet or equipment management, telematics, IoT, or industrial SaaS is strongly preferred
• Familiarity with construction ERP platforms such as Viewpoint/Vista, Spectrum, or Foundation is an absolute plus

Benefits, Perks, & Additional Information:

• Full-time opportunity.
• Location: Remote. Must live in/be willing to relocate to one of the following: CA, WA or OR.
• Travel to customer locations is required, approximately 25-35%.
• Competitive compensation packages are offered.
• Opportunities for growth and personal development within a highly dynamic team.
• Robust, low-cost benefit packages are offered.
• Benefit coverage begins on the first date of employment.
• Paid Time Off and Volunteer Time Off are offered.
• Dependent Care offered.
• 401k match.
• Employee referral bonuses.

As an Equal Opportunity Employer, Tenna is committed to building a diverse team. We welcome different perspectives and opinions to foster innovation, authenticity, and excellence across all parts of our company, and are committed to providing employees with a work environment free of discrimination and harassment.