Mid-Market Account Manager

PTC•USA-HO-Massachusetts, MA

2d•$130,000 - $147,000•Hybrid

About The Position

Our world is transforming, and PTC is leading the way. Our software brings the physical and digital worlds together, enabling companies to improve operations, create better products, and empower people in all aspects of their business. Our people make all the difference in our success. Today, we are a global team of nearly 7,000 and our main objective is to create opportunities for our team members to explore, learn, and grow – all while seeing their ideas come to life and celebrating the differences that make us who we are and the work we do possible. The Mid-Market Account Manager owns the commercial growth of a defined territory of Arena customers, with a primary focus on expansion, adoption alignment, and long-term value realization. This role serves as the commercial quarterback across the customer lifecycle, partnering closely with Customer Success, Solution Consulting, Solution Delivery, Marketing, and Renewal Specialists to drive coordinated account outcomes. Success in this role comes from the ability to lead without direct authority, influence cross-functional teams, and translate customer signals into clear commercial opportunities.

Requirements

3–7 years in SaaS Account Management, Sales, or Customer Success with revenue ownership
Proven ability to manage a book of business or territory patch
Track record of: Expansion/upsell across multiple accounts, Driving outcomes through cross-functional teams
Strong prioritization and time management skills
Experience working across multiple stakeholders within customer organizations

Nice To Haves

Experience in a mid-market SaaS environment
Familiarity with customer adoption and usage platforms (e.g., Gainsight)
Experience working in a pod model (AM + CSC + SC)
MEDDIC or similar sales methodology experience

Responsibilities

Own a Defined Territory Patch
Manage a portfolio of mid-market accounts within an assigned territory
Prioritize accounts based on: Expansion potential, Adoption signals, Strategic growth opportunities
Balance high-volume coverage with focused attention on top growth accounts
Lead Expansion and Commercial Growth
Identify, develop, and close expansion opportunities across the territory, including: Additional users and teams, New use cases and departments, Enterprise upgrades where applicable
Conduct structured discovery to uncover: Adoption gaps vs. purchased capabilities, Triggers for expansion and value realization
Build and execute account growth plans in partnership with cross-functional teams
Act as the Commercial Quarterback
Orchestrate cross-functional resources to drive account outcomes, including: Customer Success Coaches (adoption insights and health), Solution Consultants (use case expansion and demos), Solution Delivery (implementation and onboarding alignment), Marketing (programs, campaigns, and customer engagement), Renewal Specialists (contract execution and timing)
Provide clear direction and priorities across account teams
Ensure alignment on growth strategy, risks, and next steps
Guide the Customer Journey
Serve as the primary commercial point of contact
Engage stakeholders across business and functional levels
Align Arena capabilities to evolving customer needs and growth plans
Position Arena as a platform that scales with the customer
Enable Scalable Execution Across Accounts
Manage multiple accounts and opportunities in parallel with strong organization
Apply a repeatable approach to: Account planning, Pipeline creation and progression, Stakeholder engagement
Maintain consistent, purposeful engagement across the portfolio
Support the Renewal Motion (Non-Primary Owner)
Partner closely with Renewal Specialists to: Provide account context and strategy, Identify expansion opportunities tied to renewals, Flag risks early and align mitigation plans, Ensure renewals are positioned within the broader growth strategy
Maintain Pipeline and Forecast Discipline
Own expansion pipeline and maintain accurate forecasts
Maintain strong CRM hygiene across accounts and opportunities
Apply structured sales methodology to progress deals