Manager, Account Management

Confirm•Remote,

About The Position

We are seeking an ambitious Manager, Account Management (Scale Up) to lead, coach and scale a high-performing team of Mid-Market and Scaled Account Managers. This is a leadership role focused on driving cross-sell revenue across customers with 5,000 FTEs and under, and on building the systems, playbooks and operating rhythms that capture the whitespace across our six product lines. Our Workforce Enablement System (WES) natively connects Learning, Performance Management, Compliance & Skills, AI Simulations, and Customer/Partner Enablement in one platform. You will carry management accountability for hitting and exceeding the team’s cross-sell target, working closely with sales, revenue and C-suite leaders at Confirm and at our customers, as well as Customer Value Management (CVM) leaders, Revenue Operations, Marketing and Product. Renewals, customer health and seat upsells sit with the CVM team, so your team has a clean, single focus on cross-sell: introducing new products from across the portfolio. Each Account Manager owns the cross-sell outcome for every account in their book, from opportunity identification through close, and growth ownership is not shared with, or delegated to, any other function. We are looking for a builder who is energised by creating systems, iterating playbooks and accelerating revenue growth.

Requirements

SaaS sales management experience: You will have 3+ years of direct front-line management of B2B SaaS Account Management, Expansion or Account Executive teams, with consistent team quota achievement.
Builder mindset: You will be energised by building systems, scaling processes and accelerating revenue growth rather than maintaining the status quo.
Multi-product portfolio experience: You will have managed or sold within a multi-product SaaS environment (e.g. 4+ distinct products) where cross-selling is the primary growth driver.
Playbook architect: You will have direct experience creating, iterating and rolling out successful cross-sell playbooks and data-driven account strategies.
Segment alignment: You will have overseen mid-market or scale-up account books (e.g. selling into organisations of up to 5,000 FTEs).
Proven performance leader: You will have managed performance, held reps accountable to tangible targets and built high-performing sales cultures.
Executive presence: You will be skilled at engaging executive peer groups (Sales, Revenue, C-suite) to drive strategy, unblock pipeline and close complex deals.
Methodology and framework expertise: You will have command of qualification frameworks (e.g. MEDDPICC) and sales methodologies (e.g. Command of the Message, Challenger, Sandler), with a proven ability to coach reps on discovery, ROI qualification and complex negotiation.

Nice To Haves

HR tech experience is desirable.

Responsibilities

Own the team’s multi-product cross-sell revenue target across all Mid-Market and Scaled account books (accounts up to 5,000 FTEs), and drive the team to exceed it.
Deliver accurate, data-backed weekly and quarterly cross-sell pipeline and revenue forecasts to executive leadership.
Engage sales, revenue and C-suite leaders at Confirm and at key customers to win major deals, remove commercial friction and secure senior buy-in.
Join rep-led meetings on strategic opportunities to coach executive presence, multi-threading across buyer personas and closing complex multi-product deals.
Build a target-driven, high-accountability culture in which every Account Manager takes full, sole ownership of their growth numbers and operational outcomes.
Run clear performance management: set unambiguous expectations, monitor KPIs, and act quickly on underperformance or top-tier execution. Hold structured weekly 1:1s, pipeline inspections and deal reviews that sharpen each rep’s negotiation skills and support career growth at Confirm.
Hire, onboard and retain Account Management talent who can drive both strategic account expansion and high-volume scaled growth plays.
Map whitespace by analysing the customer portfolio against the full product suite, set the account tiering and segmentation criteria that point reps at the highest-ROI opportunities, and train the team to turn adoption data, CVM health signals and market intelligence into immediate pipeline.
Design, test and refine cross-sell playbooks for high-touch (Mid-Market) and tech-touch (Scaled) delivery, equipping reps to run broad discovery, articulate product-specific ROI and handle objections across the whole solution set.
Embed structured qualification frameworks (e.g. MEDDPICC) and sales methodologies in every playbook to enforce qualification rigour, deal speed and forecast accuracy.
Keep a tight operating rhythm with CVM leaders so account intelligence flows both ways, with clean boundaries (CVMs own retention, health and seat upsells; Account Managers own cross-sell), and make sure Account Managers lead the commercial and growth elements of joint Strategic Business Reviews (SBRs).
Collaborate with Revenue Operations, Marketing and Product leadership to improve lead flow, tech-touch toolstacks and product positioning.