Manager, Upper Mid-Market Account Management

Our mission at Greenhouse is to make every company great at hiring – so we go to great lengths to hire great people because we believe that they’re the foundation of our success. At Greenhouse, you’ll join a team that collaborates purposefully, fosters inclusivity, and communicates with transparency and accountability so we can help companies measurably improve the way they hire. Join us to do the best work of your career, solving meaningful problems with remarkable teams. Greenhouse is looking for a Manager, Upper Mid-Market Account Management to lead a high-performing team of Mid-Market II Account Managers focused on driving customer retention, expansion, and product adoption. In this role, you’ll develop world-class talent and drive predictable revenue growth while building the systems, processes, and rituals to help the team consistently hit their goals. You’ll partner closely with leaders across the business and serve as a coach, strategist, and bridge-builder, ensuring our customers aren't just using our product, but optimizing it to transform their own hiring practices. Who will love this job A coach and multiplier – you love developing people, giving clear feedback, and turning individual strengths into team-wide performance A data-driven operator – you instinctively reach for metrics, dashboards, and trends to understand performance and guide decisions A customer-obsessed partner – you care deeply about customer outcomes and are energized by complex renewal and expansion scenarios A cross-functional collaborator – you enjoy working with CS, Product, Marketing, Enablement, and RevOps to solve problems and scale repeatable plays A decisive, inclusive leader – you’re comfortable making calls with imperfect information, while creating space for diverse perspectives and voices on your team What you’ll do Lead, mentor, and develop a team of Upper Mid-Market Account Managers, providing regular 1:1s, deal coaching, and performance feedback to help each person grow and succeed Own key results for your team, including gross retention, net expansion, and new product attach across your team’s book of business Inspect and coach pipeline, forecast, and deal strategy, ensuring your team maintains accurate renewals and expansion forecasts in systems like Salesforce and Gong Guide your team through complex negotiations, escalations, and executive-level conversations, helping them structure compelling narratives and value based outcomes for our customers Coach and enforce structured sales methodologies such as Command of the Message and MEDDIC to drive rigorous qualification, stakeholder alignment, and value-based deal execution across a mid-market portfolio with multi-threaded buying groups and longer sales and renewal cycles Establish clear expectations, priorities, and operating rhythms for the team (team meetings, forecast reviews, deal strategy sessions, QBR prep, etc.) that keep everyone focused on outcomes Use data to identify trends in churn, expansion, and product adoption; translate insights into coaching, playbooks, and experiments to improve results over time Contribute to broader Account Management and Sales leadership forums by sharing insights from the Mid-Market segment and influencing strategy, process, and tooling decisions You should have 5+ years experience hiring for and leading a quota-carrying sales account management team (ideally 5+ reps) in a SaaS environment Demonstrated track record of meeting or exceeding team targets across retention, expansion, and/or new business in SMB and Mid-Market segments Experience managing long-term, complex customer relationships and coaching others on stakeholder management, renewal strategy, and value realization Strong analytical and operational skills, with the ability to set OKRs/KPIs, interpret performance data, and run a disciplined forecast process Excellent verbal and written communication skills, including comfort presenting to customer ... (truncated, view full listing at source)