Account Manager - Mid-Market

ElevenLabs•San Francisco, CA

4d•Remote

About The Position

ElevenLabs is hiring an Account Manager to own the full commercial relationship and customer success across a portfolio of 50 to 100 mid-market accounts. These customers are companies with 250 to 2,000 employees, including builders, founders, and product teams developing AI-native experiences. The Account Manager ensures customers realize value, expand into additional products, and renew. This is a high-agency role focused on building systems, playbooks, and scalable account-management motions while working closely with accounts with significant growth potential. The role involves advising customers on agent design, voice customization, conversation flows, and integrations, and using product data and logs to identify friction and opportunities. The Account Manager owns net revenue retention across the managed book, drives cross-sell across ElevenLabs’ product suite, and leads renewals end to end. Compensation is structured as on-target earnings with a 70% base and 30% variable split. Variable compensation is weighted 70% to net revenue retention and 30% to product cross-sell, with cross-sell also counting toward NRR. Quota is based on managed ARR; the plan includes accelerators for above-target NRR performance, and variable compensation is paid quarterly. The role is remote-first and can be performed from anywhere in the United States, provided the candidate can operate in ET, CT, MT, or PT time zones. Candidates based in New York City or San Francisco are preferred and may work from the company’s offices in those cities.

Requirements

3 to 5 years of Account Management or Customer Success experience in B2B SaaS, Developer Tools, or AI/ML products.
A proven track record of owning revenue outcomes end to end, including quota, renewals, and expansion, without defaulting to a handoff to a sales team.
Ability to manage an account book with commercial intent, including segmentation by expansion potential, active expansion conversations, and business cases for economic buyers.
Ability to hold technical conversations with developers or engineering teams and earn their trust.
Familiarity with AI concepts, API integrations, and SDKs.
Ability to use product data to identify account health signals, expansion opportunities, and churn risks.
Ability to adapt communication to founders, technical leads, and procurement teams.

Nice To Haves

Experience in the voice AI, audio AI, or conversational AI space.
Experience selling or expanding into multiple products within a platform.

Responsibilities

Own the full commercial relationship and customer success across a book of 50 to 100 mid-market accounts.
Ensure customers realize value, expand into new products, and renew.
Build systems, playbooks, and account-management motions that drive outcomes across a diverse book of accounts.
Advise customers on agent design, voice customization, conversation flows, and integrations.
Use product data and logs to identify friction and opportunities before customers do.
Own net revenue retention across the managed book of business.
Drive cross-sell across ElevenLabs’ product suite.
Lead renewals end to end.
Segment accounts by expansion potential, maintain active expansion conversations, and build business cases for economic buyers.
Use product data to monitor account health, identify expansion opportunities, and address risk before it leads to churn.