Account Manager - Mid-Market

ElevenLabs•San Francisco, CA

1d•Remote

About The Position

ElevenLabs is hiring an Account Manager to own the full commercial relationship and customer success for a portfolio of 50 to 100 mid-market accounts. These customers are builders, founders, and product teams at companies with 250 to 2,000 employees. The role focuses on helping customers realize value, expand into additional products, and renew. The Account Manager will develop systems, playbooks, and scalable account-management motions while going deeper with accounts that have strong growth potential. Working directly in the product with customers, the role advises on agent design, voice customization, conversation flows, and integrations, and uses product data and logs to identify friction and opportunities. The position owns net revenue retention (NRR) across the managed book, drives cross-sell across ElevenLabs’ products, 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 NRR and 30% to product cross-sell; cross-sell also counts toward NRR. Quota is based on managed ARR, with accelerators for above-target NRR performance. 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 the ET, CT, MT, or PT time zones. Candidates based in New York City or San Francisco are preferred, with the option to 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 approach an account book with commercial intent, segment by expansion potential, sustain expansion conversations, and build 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 risks before they become churn.
Ability to adapt communication to founders, technical leads, and procurement teams.

Nice To Haves

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

Responsibilities

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