Senior Account Manager (IT Staffing)

Catalyte • San Francisco, CA

10d • Hybrid

About The Position

Catalyte’s Senior Account Manager owns the health and growth of a book of roughly 15 client accounts across IT staffing, nearshore technology teams, and AI skills learning and development, including several important client relationships. This is an account growth role focused on retaining and expanding existing accounts rather than hunting for new logos. The role serves as the day-to-day client contact and partners directly with Catalyte’s executive team, who act as executive sponsors for the largest accounts. Success is measured by client retention, gross profit growth, and satisfaction. The position is based in the Bay Area, California, or Baltimore, Maryland, and is hybrid, with regular in-person client time.

The Senior Account Manager is responsible for maintaining successful placements and timely renewals, developing account plans and relationship maps, identifying additional staffing and service opportunities, and coordinating with recruiting and delivery teams. The role also manages pricing and negotiations, client procurement processes, account reviews, forecasts, and CRM records. A defined career path to Client Partner is available as strategic accounts grow and agreed gross profit and growth milestones are reached.

The anticipated base salary is $110,000–$125,000 in the Bay Area or $100,000–$115,000 in the Baltimore/DC market, plus uncapped variable compensation tied to gross profit growth and retention. Placement within the range depends on location, experience, and qualifications. Catalyte is looking to hire as soon as possible.

Requirements

• At least 7 years of account management experience in IT staffing, nearshore/offshore technology services, or IT consulting, including at least 3 years owning a book of multiple active client accounts.
• A record of retaining and growing an existing book of business, with the ability to discuss book size, gross profit or revenue growth, and retention results.
• Credibility with director- and VP-level technology leaders and experience supporting conversations with CIOs or CTOs.
• Working knowledge of contract staffing economics, including bill rate, pay rate, markup, gross margin, and conversion fees.
• Experience partnering with recruiters and delivery teams on requisition intake and candidate quality.
• Experience negotiating rate increases and renewals with enterprise procurement teams and VMS/MSP-managed clients, such as SAP Fieldglass or Beeline.
• Disciplined CRM and forecasting habits and comfort being measured on clear numerical outcomes.
• Bachelor’s degree or equivalent practical experience.

Nice To Haves

• Experience selling or managing corporate training, upskilling, or learning and development programs.
• Experience with Latin American nearshore delivery teams.
• Existing relationships with technology leaders in the Bay Area or Mid-Atlantic.

Responsibilities

• Serve as the primary relationship owner for assigned accounts, working with hiring managers, technology leaders, HR and L&D leaders, and procurement/vendor management.
• Run day-to-day relationships on the largest accounts and prepare for and support executive conversations with CIOs and CTOs alongside Catalyte’s CEO.
• Manage the renewal calendar for active consultants and contracts; identify risks early and coordinate extensions, redeployments, and replacements.
• Grow accounts by uncovering requisitions and adjacent teams, identifying opportunities for nearshore delivery, pursuing bill-rate increases at renewal, and introducing AI skills learning and development programs.
• Translate client needs into clear job requirements, prioritize requisitions with recruiters, review candidates before client presentation, and regularly check in with placed consultants.
• Hold quarterly business reviews with key accounts; present expected versus actual billing in weekly account reviews and explain variances; maintain current CRM records, forecasts, and account plans.
• Price new requisitions and renewals within approved margin guidelines, negotiate rate increases and renewals, and escalate exceptions with a business case.
• Work within client vendor management systems, managed service provider programs, supplier scorecards, and master services agreement renewals.
• Take over accounts from Catalyte’s new-business team as they mature and share effective practices with other account managers.
• Maintain renewal readiness so contract extensions and renewals are surfaced at 90, 60, and 30 days and resolved before contract end dates.
• Pursue year-over-year gross profit growth through new requisitions, extensions, bill-rate increases, and cross-selling.
• Develop account plans and relationship maps with at least three active client contacts per account and VP-level relationships for the largest accounts.

Benefits

• Healthcare insurance
• Vision insurance
• Dental insurance
• 401(k)
• Company-paid time off, including company-paid holidays, paid sick leave, and PTO
• Uncapped variable compensation tied to gross profit growth and retention

What This Job Offers

• Job Type: Full-time
• Career Level: Senior