Manager, Commercial Accounts

HackerRank Careers • Santa Clara, CA

17h • $200,000 - $235,000

About The Position

The Manager, Commercial Accounts leads HackerRank’s Commercial Account Management team, which serves customers across market segments in the Americas in a fast-paced, high-volume environment. The role is accountable for the customer experience and commercial relationships with assigned customers, and for team performance across retention, renewals, and expansion. The manager develops the team, establishes repeatable account management practices, supports complex customer situations, and works across internal functions to improve customer outcomes and account growth.

Requirements

• At least 6 years of experience in SaaS sales, account management, customer success, or renewals.
• At least 2 years leading or managing a customer-facing, quota-carrying team.
• Track record of meeting or exceeding renewal, retention, and expansion goals, with a repeatable account management approach and experience across high-touch and scaled customer models.
• Strong knowledge of SaaS economics, commercial account strategy, customer adoption, renewals, and negotiations.
• Ability to coach and motivate teams, set clear standards, build accountability, and represent team needs with leadership.
• Strong analytical skills, including using CRM data, forecasts, and customer signals to guide decisions and address risk.
• Excellent communication, organization, and relationship-building skills, with ability to partner across Product, Engineering, Support, Sales, Marketing, Finance, Deal Desk, and Legal.
• Strong understanding of supported products, including how to scope and deliver solutions that meet customer requirements.
• Mastery of relevant sales cycle stages, particularly account management, adoption, renewal, and customer advocacy.
• Ability to connect customer needs, product capabilities, and business outcomes to guide account strategy and support sustainable retention and growth.
• Ability to set direction, coach account managers, communicate clearly with customers and executives, and build effective cross-functional partnerships.
• Bring grit, curiosity, agency, collaboration, clear communication, strong organization, relationship-building, and consistent follow-through.

Nice To Haves

• A technical background, particularly experience as a Solutions Engineer.

Responsibilities

• Lead, coach, and develop the Commercial Account Management team; set performance expectations, support career growth, and foster engagement, accountability, and strong customer outcomes.
• Own the team’s strategy and performance against gross revenue retention, net revenue retention, renewal, and expansion ARR goals; identify opportunities to reduce churn and grow the installed customer base.
• Develop repeatable playbooks for account planning, renewals, value realization, and expansion, using relevant AI tools and approaches.
• Partner with account managers on critical customer situations, including complex renewals, commercial negotiations, and account recovery plans.
• Monitor customer health and early warning indicators; coordinate with internal partners to address risks, develop save plans, and improve adoption and customer outcomes.
• Maintain accurate Salesforce forecasts and provide visibility into renewals, ARR, churn, and expansion; use pipeline and customer data to guide decisions and communicate risks and opportunities to leadership.
• Establish and improve account management practices, including customer QBRs, value realization frameworks, renewal planning, and upsell methods.
• Partner with Deal Desk, Finance, and Legal on renewal and expansion pricing, discount governance, contract structures, amendments, and redlines; clearly explain approved commercial and legal positions to customers.
• Work with Product, Engineering, Marketing, and Sales to improve the end-to-end customer experience and translate customer and market feedback into recommendations that support product adoption and account growth.

What This Job Offers

• Job Type: Full-time
• Career Level: Manager
• Education Level: No Education Listed