Sr. Staffing Account Manager

Catalyte; Baltimore (MD); Hybrid; USD 110,000 - 125,000; Full time

Benefits offered by this job

Healthcare

Vision

Dental

401K

Company paid time off

Job summary

Catalyte is seeking a Senior Account Manager to own a book of IT staffing and nearshore technology accounts in the Baltimore/Washington market. You will drive retention, grow gross profit, and expand services across AI learning & development programs and nearshore delivery.

The role is hybrid with in-person client time and close collaboration with Catalyte’s executive team. You will maintain account plans, map relationships, and lead executive conversations with CIOs/CTOs.

Qualifications

• 7+ years of account management in IT staffing, nearshore/offshore technology services, or IT consulting.
• Track record of retaining and growing an existing book of business with measurable results.
• Credibility with director- and VP-level technology leaders and experience engaging CIOs/CTOs.
• Working knowledge of contract staffing economics: bill rate, pay rate, markup, gross margin, and conversion fees.
• Experience partnering with recruiters and delivery teams on requisition intake and candidate quality.
• Experience negotiating rate increases and renewals with enterprise procurement teams and VMS/MSP-managed clients (e.g., SAP Fieldglass, Beeline).
• Disciplined CRM and forecasting habits; comfortable being measured on numbers.

Responsibilities

• Own the book: primary relationship owner for accounts with hiring managers, directors, VPs, HR, and procurement teams.
• Lead our largest relationships: manage day-to-day client relations and support executive conversations with CIOs/CTOs.
• Protect the base: manage renewal calendar, flag risk early, and redeploy or replace as needed.
• Grow every account: identify new requisitions, cross-sell services, and optimize bill-rate opportunities.
• Collaborate with recruiting and delivery to translate client needs into clear requisitions and shortlist candidates.
• Run operating cadence: conduct quarterly reviews, present billing variances, and maintain accurate CRM records and forecasts.
• Price and negotiate: set prices within margins and negotiate renewals; escalate exceptions with business cases.
• Navigate procurement: work within VMS/MSP programs and master agreements.
• Team up: transition accounts from new-business team as they mature and share best practices.

Skills

Account management

IT staffing

Nearshore delivery

CRM forecasting

Executive relationships

Contract negotiations

Education

Bachelor's degree or equivalent practical experience

Tools

Beeline

SAP Fieldglass

CRM software

Job description

Location: Baltimore, MD or Washington DC markets

(hybrid, remote with regular in-person client time)

Overview:

Catalyte's Senior Account Manager owns the health and growth of a book of roughly 15 client accounts across IT staffing, nearshore technology teams, and AI skills learning & development, including several of our most important relationships. You will be the day-to-day owner for every account in your book: the person clients call first, the person who keeps every placement successful and every renewal on time, and the person who finds the next role, team, or program where Catalyte can help.

This is an account growth role, not a new-logo hunting role. You will partner directly with Catalyte's executive team, who serve as executive sponsors on our largest accounts. Success is measured by retention, gross profit growth, and client satisfaction across your book.

What Success Looks Like in Your First 12 Months:

• No unplanned losses: every contract extension and renewal is surfaced at 90, 60, and 30 days and resolved before its end date.
• Gross profit across your book grows at least 15% year over year through new requisitions, extensions, bill-rate increases, and cross-sell.
• At least one-third of your accounts are buying a second Catalyte service line (nearshore teams or AI skills programs).
• Every account has a current account plan and relationship map, with at least three active client contacts, and our largest accounts have a VP-level relationship.

Key Responsibilities:

• Own the book: Serve as the primary relationship owner for your accounts, working day to day with hiring managers, directors and VPs of technology, HR and L&D leaders, and procurement/vendor management.
• Lead our largest relationships: Run the day-to-day relationship on Catalyte's largest accounts, and prepare and support executive conversations with CIOs and CTOs alongside Catalyte's CEO.
• Protect the base: Run the renewal calendar for every active consultant and contract. Flag risk early and manage extensions, redeployments, and replacements so clients are never surprised.
• Grow every account: Uncover new requisitions and adjacent teams, identify where nearshore delivery fits, pursue bill-rate increases at renewal, and introduce Catalyte's AI skills learning & development programs where client teams need to upskill.
• Partner with recruiting and delivery: Turn client needs into clear, well-scoped job requirements; prioritize requisitions with recruiters; review candidates before they reach the client; and check in regularly with placed consultants.
• Run the operating cadence: Hold quarterly business reviews with key accounts, present expected vs. actual billing in Catalyte's weekly account review and explain variances, and keep CRM records, forecasts, and account plans current.
• Price and negotiate: Price new requisitions and renewals within approved margin guidelines, negotiate rate increases and contract renewals, and elevate exceptions with a clear business case.
• Navigate procurement: Work within client vendor management systems (VMS), managed service provider (MSP) programs, supplier scorecards, and master services agreement renewals.
• Team up: Take over accounts from Catalyte's new-business team as they mature, and share what works with other account managers as the team grows.

Required Qualifications:

• 7+ years of account management in IT staffing, nearshore/offshore technology services, or IT consulting, including 3+ years owning a book of multiple active client accounts.
• A track record of retaining and growing an existing book of business. Be ready to share your book size, gross profit or revenue growth, and retention results.
• Credibility with director- and VP-level technology leaders, and experience supporting conversations with CIOs or CTOs.
• Working knowledge of contract staffing economics: bill rate, pay rate, markup, gross margin, and conversion fees.
• Experience partnering with recruiters and delivery teams on requisition intake and candidate quality.
• Experience negotiating rate increases and renewals with enterprise procurement teams and VMS/MSP-managed clients (e.g., SAP Fieldglass, Beeline).
• Disciplined CRM and forecasting habits, and comfort being measured on clear numbers.

Preferred Qualifications:

• Experience selling or managing corporate training, upskilling, or learning & development programs.
• Experience with Latin American nearshore delivery teams.
• Existing relationships with technology leaders in the Mid-Atlantic.

Education:

• Bachelor's degree or equivalent practical experience.

As Catalyte grows its strategic accounts, this role has a defined path to Client Partner, with ownership of a dedicated strategic-account portfolio, once your book reaches agreed gross profit and growth milestones.

Compensation:

The anticipated base salary range is $110,000–$125,000, plus uncapped variable compensation tied to gross profit growth and retention across your book. Placement within the range depends on location, experience, and qualifications.

About Catalyte

Catalyte is on a mission to empower every person and every organization to achieve more. Today, we use AI to help medium- and large-sized organizations in North America grow their business by making it easy to hire job-ready, diverse talent for digital and technical roles and projects. We are rewiring the talent market and have established a strong leading position, serving world-class companies. For more information, visit www.catalyte.io.

A full slate of benefits including Healthcare, Vision, Dental, 401K, Company Paid Time-Off (including company paid holidays, paid sick leave, & PTO) are available to Catalyte employees and additional details can be found at www.catalyte.io.

Catalyte provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.