Senior Manager, Account Management

Monotype; Woburn (MA); Sur place; USD 140 000 - 160 000; Plein temps

Avantages offerts par ce poste

Hybrid work

Medical insurance

Bonus program

Career development

Résumé du poste

Monotype is seeking a Sr. Manager, Account Management in Woburn, MA to lead a team of Account Managers focused on expanding revenue within existing accounts.

You will coach on pipeline management, forecasting, and strategic account planning, while collaborating with Success, Marketing and Engineering to drive Go-to-Market excellence. This role requires strong negotiation skills and executive communication in a hybrid environment.

Qualifications

• 8+ years’ experience in SaaS enterprise or mid‑market sales with proven success at meeting targets and high retention.
• 3+ years of experience as a first‑line sales manager with direct responsibility for Account Executives and team quota performance.
• Experience facilitating complex vendor renegotiations and driving coaching to improve team performance.

Responsabilités

• Lead a team of 6–8 Account Managers focused on growing revenue across existing accounts.
• Coach and develop team to improve pipeline management, forecasting, and quota attainment.
• Ensure value of licensing solutions is clearly articulated and pricing discussions are effective and compliant.
• Maintain rigorous pipeline discipline with accurate qualification, documented next steps, and early risk signaling.
• Collaborate with Customer Success, Marketing, Support, Presales, Engineering and Development on Go‑to‑Market strategies.

Connaissances

SaaS sales

First-line management

Forecasting

Coaching

Executive communication

Stakeholder engagement

Negotiation

CRM tools

Outils

Salesforce

Gong

Apollo

Description du poste

Sr. Manager, Account Management

Location: Woburn, MA

Time Type: Full time

Job Description

Are you our “TYPE”?

Named "One of the Most Innovative Companies in Design" by Fast Company, Monotype brings brands to life through type and technology that consumers engage with every day. The company's rich legacy includes a library that can be traced back hundreds of years, featuring famed typefaces like Helvetica, Futura, Times New Roman and more. Monotype specializes in the design, development, licensing, and management of typefaces and font technologies for the world’s biggest global brands and individual creative professionals, offering a wide set of solutions that make it easier for them to do what they do best: design beautiful brand experiences.

Want to learn more about who we are, what we do, and how you can become part of our team of over 1,000 talented employees across the globe? Visit us at www.monotype.com.

We are seeking a strategic, hands‑on first-line sales leader to manage, coach, and elevate a team of Account Managers responsible for growing revenue across existing accounts through strategic upsell, cross-sell, and retention initiatives. This role is ideal for a proven sales manager who combines strong deal leadership with disciplined performance management and knows how to turn expectations into consistent execution. This role will require the implementation of strategies that will accelerate customer adoption through education and engagement of our products, creating and articulating compelling value propositions around our unique technologies and services.

What you’ll be doing:

• Lead a team of 6-8 Account Managers, focused on growing revenue across existing accounts through strategic upsell, cross-sell, and retention initiatives.
• Create a high-performance culture grounded in accountability, transparency, collaboration, and continuous improvement. Address performance gaps directly and promptly while providing the coaching and support needed to improve.
• Combine coaching, mentoring and training to foster a strong focus on pipeline management, individual forecasting, and performance management to ensure members of the team are meeting assigned quota targets.
• Ensure sellers can clearly articulate the value of licensing solutions, connect customer usage and business requirements to the appropriate commercial model, and navigate sophisticated pricing and contractual discussions.
• Maintain rigorous pipeline and forecasting discipline, ensuring opportunities are accurately qualified, next steps are documented, risks are surfaced early, and forecasts are supported by evidence.
• Drive consistent adoption of the company’s sales methodology, CRM requirements, account‑planning standards, and operating cadence.
• Track and analyze sales statistics based on key quantitative metrics.
• Coach the team to proactively identify expansion opportunities, mitigate churn risks, and consistently deliver on net retention goals.
• Maintain communication with senior management through weekly revenue reporting to ensure that there is a clear understanding of the health of the pipeline, status of deals, and opportunities for executive championing.
• Recruit, onboard, develop, and retain strong sales talent in partnership with the Talent team, while making timely and objective decisions when performance does not meet expectations.
• Collaborate with various teams such as Customer Success, Marketing, Support, Presales, Engineering and Development to ensure alignment on Go‑to‑Market strategies.

What we’re looking for:

• 8+ years’ experience in SaaS enterprise or mid‑market sales as an individual contributor, with proven success of meeting sales targets & maintaining high retention rates.
• 3+ years of experience as a first‑line sales manager with direct responsibility for Account Executives and team quota performance.
• Experience facilitating complex vendor renegotiation.
• A record of improving team performance through structured coaching, performance management, and disciplined operating rhythms—not solely through individual deal intervention.
• Deep experience navigating complex sales cycles involving multiple business and technical stakeholders, executive buyers, procurement, legal teams, and sophisticated commercial negotiations.
• Strong deal‑coaching skills, including the ability to assess qualification, identify decision criteria and risks, develop compelling business cases, and guide negotiations without taking ownership away from the seller.
• Demonstrated success building and maintaining healthy pipeline coverage through outbound prospecting, strategic account planning, and coordinated cross‑functional campaigns.
• Fluency with modern sales tools such as Salesforce, Gong, and Apollo, with the ability to use activity, pipeline, and conversion data to strengthen coaching and decision‑making.
• Executive presence and strong communication skills, with the ability to influence senior customer stakeholders and collaborate effectively across internal functions.
• A strategic and analytical mindset paired with a willingness to remain close to the details of team execution.
• Proven ability to lead through change, maintain trust, and create a culture that balances high standards with meaningful coaching and development.
• Excellent planning, analysis, organization, communication and presentation skills.
• Strong analytics skills to identify trends and sales patterns to support sales strategy.
• Demonstrable ability to support and assist a team in closing annual or multi‑year agreements.
• Proven results as a strong mentor, who can get the most out of a bright, collaborative team in a high growth entrepreneurial environment.
• Represent the company in strategic customer meetings, executive presentations, negotiations, and relevant industry events. Travel up to 25%.

What’s in it for you:

• Hybrid work arrangements and competitive paid time off programs.
• Comprehensive commercial medical insurance coverage to meet all your healthcare needs.
• Competitive compensation with corporate bonus program & uncapped commission for quota‑carrying Sales
• A creative, innovative, and global working environment in the creative and software technology industry
• Highly engaged Events Committee to keep work enjoyable.
• Reward & Recognition Programs (including President's Club for all functions)
• Professional onboarding program, including robust targeted training for Sales function
• Development and advancement opportunities (high internal mobility across organization)
• Retirement planning options to save for your future, and so much more!

Monotype is an Equal Opportunities Employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, disability or protected veteran status.

The US pay range for this position is $140,000.00 - $160,000.00 annual base salary for external candidates with the appropriate level of experience. Commissions will also be offered as part of this role. The final annual base salary offered will be based on location and experience level, and could be less for internal applicants depending upon experience. The job application window for this role is 30 days from the posting date.