Mid-Market Account Manager

Mid-Market Account Manager

Location: San Francisco, CA, US

On-site | Full-time

Compensation: $170K - $210K OTE • 0.05% - 0.08%

A high-growth, venture-backed leader in the Sales Performance technology sector is seeking a Mid-Market Account Manager to join their San Francisco headquarters. Following a successful $15M Series A and achieving consistent $1M+ monthly ARR growth, our client is defining a new category of sales-tech that enables enterprise organizations to coach, measure, and scale top-performer behaviors.

The organization is currently scaling from 15 to over 30 teammates and maintains a prestigious customer base including Bloomberg, IBM, and LinkedIn. This is a high-ownership role designed for a professional who thrives in a fast-paced environment and is eager to influence the growth trajectory of a breakout company. The successful candidate will be responsible for both adoption and revenue, acting as the primary face of the organization to senior executives across a broad book of mid-market accounts.

This position is strictly on-site five days a week in San Francisco and is ideal for an individual looking for rapid career mobility during a period of intense scaling.

Key Responsibilities

• Relationship Ownership: Manage a broad book of business across mid-market accounts, serving as the primary post-sale point of contact for senior customer executives.
• Revenue Accountability: Carry a quota tied to Gross Retention Rate (GRR) and Net Retention Rate (NRR); oversee contract renewals, seat expansions, and module upselling.
• Adoption Strategy: Drive deep product integration through roleplays, call scoring, and certification modules, collaborating closely with Solutions Engineers for technical onboarding.
• Executive Presentation: Build and deliver high-impact Quarterly Business Reviews (QBRs) that directly tie product usage to the customer’s specific business outcomes.
• Churn Mitigation: Proactively identify potential adoption challenges and risks, implementing strategic solutions to ensure long-term customer success.
• Advocacy Development: Cultivate customer success stories to develop references and case studies that support future sales efforts.

Interview Process

The selection process is designed to be thorough and collaborative:

• Initial Behavioral Calls: Two to three rounds of conversations with the founding team, advisors, and the Head of Key Accounts to assess cultural and strategic alignment.
• Account Breakdown: Candidates will be provided with an account record to analyze, observe, and prepare a mock Quarterly Business Review (QBR).
• In-Person Panel Interview: A final interview held at the San Francisco office with the leadership and GTM teams.

Requirements:
• Experience: 3+ years in customer-facing roles, with a clear progression from Customer Success Management (CSM) into Account Management (AM) or a similar revenue-carrying hybrid role.
• Proven Track Record: History of consistent 2–3+ year tenures in previous roles, demonstrating the ability to drive long-term impact, renewals, and expansions.
• Strategic Capability: Experience conducting QBRs that connect technical product metrics to executive-level business value.
• Revenue Orientation: Comfortable being measured on revenue targets (GRR/NRR) alongside customer success metrics.
• Operational Agility: Readiness to work within a lean tech stack and contribute to building the "playbook" for a new category.
• Interpersonal Skills: Exceptional communication skills and a willingness to travel frequently to build personal, in-person relationships with clients.
• Legal: Must be a US Citizen or hold a valid US work visa.

Benefits:
• Competitive Pay Structure: OTE composed of 60% base and 40% variable, with quarterly adoption bonuses acting as additional incentives.
• Equity Ownership: A meaningful equity stake (0.05% – 0.08%) in a rapidly scaling Series A organization.
• Comprehensive Coverage: Medical, dental, and vision benefits.
• Office Culture: Daily free lunch provided in the San Francisco office and commuter benefits.
• Time Off: A "take what you need" vacation policy to support work-life balance.

Due to the high volume of applications we anticipate, we regret that we are unable to provide individual feedback to all candidates. If you do not hear back from us within 4 weeks of your application, please assume that you have not been successful on this occasion. We genuinely appreciate your interest and wish you the best in your job search.

Commitment to Equality and Accessibility:

At MLabs, we are committed to offer equal opportunities to all candidates. We ensure no discrimination, accessible job adverts, and providing information in accessible formats. Our goal is to foster a diverse, inclusive workplace with equal opportunities for all. If you need any reasonable adjustments during any part of the hiring process or you would like to see the job-advert in an accessible format please let us know at the earliest opportunity by emailing [email protected].

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