Manager, Account Management - ShareGate

Workleap - en

5d•CA$170,000 - CA$200,000•Remote

About The Position

ShareGate's Account Management team is responsible for renewals and expansion within its existing customer base, and the team's approach is evolving. Currently, the motion is fast-paced and transactional, involving a large book of business, short cycles, and high volume. The future direction is more deliberate, with a segmented renewal process that incorporates cross-sell revenue. As the Manager, Account Management, you will lead this transition and the team responsible for executing it. You will lead a team of 4-8 Account Managers who are accountable for Gross Revenue Retention (GRR), Net Revenue Retention (NRR), and expansion. Your role involves coaching on live deals, developing the playbook as you go, and staying closely connected to the pipeline to understand its current state. Leading through change requires you to manage the challenges your team encounters and communicate openly about the shifts and their rationale.

Requirements

2+ years leading an Account Management or Customer Success function accountable for both renewal and expansion targets, with a track record of hitting them.
Experience across both ends of the motion — high-velocity transactional renewals and white-glove, strategic accounts — and the judgment to know which one an account needs.
A builder's instinct: you make bets, find out fast whether they worked, and change course in front of your team without losing them.
Strong leadership through change: you over-communicate, own the frustrations your team hits, and stay honest when the answer isn't clear yet.
Strong coaching instincts and radical candor: you can watch a call, name the moment it went sideways, and explain it in a way that sticks.
Working AI fluency: you build workflows and use AI to analyze CRM data and pressure-test decisions, not just to draft emails (HubSpot experience is a plus).

Nice To Haves

Familiarity with the Microsoft 365 ecosystem.
Experience taking a velocity-driven team through the shift to expansion-led.

Responsibilities

Hit team-level targets across GRR, NRR, and expansion by running a proactive, structured renewal motion instead of reacting at T-90.
Transform a high-velocity renewal team into a segmented, expansion-led one, sequencing the change so throughput holds while the new motion takes root.
Grow cross-sell revenue by leading the ShareGate Protect motion into the existing Migrate base and coaching AMs to open second-product conversations that actually land.
Develop a team of 4–8 Account Managers through weekly 1:1s, pipeline reviews, and live deal coaching that builds skill, not just tracks numbers.
Protect revenue at risk by surfacing churn signals early, coaching save plays, and escalating before a renewal becomes a rescue.
Deliver forecasts leadership can trust, holding the bar on HubSpot pipeline hygiene and using AI to turn CRM data into decisions rather than reports.
Remove friction across the renewal and expansion cycle by partnering with RevOps, Channel, Finance, and Legal on segmentation, reporting, and capacity planning.