Associate Director, Account Management

Accountabilities

• • Lead, coach, and develop a team of Account Managers and Team Leads responsible for customer expansion, upsell, and cross-sell revenue.
  • Own team performance against revenue, pipeline, activity, forecasting, and other key commercial targets.
  • Establish effective operating rhythms, including 1:1s, pipeline reviews, deal reviews, forecasting sessions, and performance management processes.
  • Translate broader revenue objectives into measurable frontline expectations and maintain strong accountability for execution.
  • Use CRM data, dashboards, call reviews, and direct observation to identify performance gaps and provide targeted coaching.
  • Coach Account Managers on prospecting, account strategy, pipeline management, discovery, negotiation, closing, and expansion techniques.
  • Develop repeatable sales plays, account-planning frameworks, outreach strategies, and processes that improve team productivity and consistency.
  • Address performance issues directly while recognizing, developing, and retaining high-performing team members.
  • Partner cross-functionally with Client Success, Sales, Revenue Operations, and Product to improve customer expansion strategies and execution.
  • Support the hiring, onboarding, development, and ramping of additional Account Managers as the organization grows.

  Requirements

  • 5+ years of experience in Account Management, Sales, or another quota-carrying B2B SaaS revenue role.
  • 2+ years of direct people-management experience leading quota-carrying revenue professionals.
  • Demonstrated success managing teams that consistently achieve or exceed revenue targets.
  • Strong track record of coaching frontline sellers and improving individual and team performance.
  • Excellent pipeline management, forecasting, and revenue analytics capabilities.
  • Proven ability to create systems, processes, and operating rhythms that drive disciplined execution.
  • Strong accountability mindset and confidence conducting direct, constructive performance conversations.
  • Highly organized, analytical, resourceful, and comfortable working in a fast-paced, growth-oriented environment.
  • Strong proficiency with CRM platforms and analytics dashboards; experience with HubSpot is preferred.
  • Experience building or scaling Account Management or customer expansion teams is a plus.
  • Experience managing upsell and cross-sell motions within an existing customer base is preferred.
  • Familiarity with healthcare, particularly physical therapy, occupational therapy, or speech-language pathology practices, is advantageous.
  • Experience with HubSpot, Google Workspace, LLMs, or comparable productivity and analytics tools is a plus.

  Benefits

  • Base salary of $150,000–$170,000, with $220,000–$240,000 OTE.
  • Potential equity compensation based on outstanding performance.
  • Remote/hybrid work environment.
  • Flexible paid time off.
  • Medical, dental, and vision insurance.
  • Company-paid disability and life insurance.
  • Company-paid family and medical leave.
  • FSA/DCA and commuter benefits.
  • 401(k) plan.
  • Company-sponsored lunches.
  • Discounted pet insurance.
  • Complimentary digital fitness classes and wellness content.
  • Access to an HQ recovery suite featuring a cold plunge, sauna, and shower.
  • Opportunity to make a measurable impact within a fast-growing healthcare technology organization.