Sr. Manager, Account Management

Monotype•Woburn, MA

7d•$140,000 - $160,000•Hybrid

About The Position

Monotype, recognized as 'One of the Most Innovative Companies in Design' by Fast Company, is a leader in type and technology, shaping everyday brand experiences. With a rich history and a vast library of iconic typefaces, Monotype empowers global brands and creative professionals through the design, development, licensing, and management of typefaces and font technologies. We offer a comprehensive suite of solutions designed to facilitate the creation of beautiful brand experiences. We are looking for a strategic, hands-on sales leader to manage, coach, and develop a team of Account Managers. This team is responsible for driving revenue growth within existing accounts through strategic upsell, cross-sell, and retention efforts. The ideal candidate is a seasoned sales manager with strong deal leadership, disciplined performance management, and a proven ability to translate expectations into consistent execution. This role involves implementing strategies to accelerate customer adoption through product education and engagement, and articulating compelling value propositions for our unique technologies and services.

Requirements

8+ years’ experience in SaaS enterprise or mid-market sales as an individual contributor, with proven success of meeting sales targets & maintaining high retention rates.
3+ years of experience as a first-line sales manager with direct responsibility for Account Executives and team quota performance.
Experience facilitating complex vendor renegotiation.
A record of improving team performance through structured coaching, performance management, and disciplined operating rhythms—not solely through individual deal intervention.
Deep experience navigating complex sales cycles involving multiple business and technical stakeholders, executive buyers, procurement, legal teams, and sophisticated commercial negotiations.
Strong deal-coaching skills, including the ability to assess qualification, identify decision criteria and risks, develop compelling business cases, and guide negotiations without taking ownership away from the seller.
Demonstrated success building and maintaining healthy pipeline coverage through outbound prospecting, strategic account planning, and coordinated cross-functional campaigns.
Fluency with modern sales tools such as Salesforce, Gong, and Apollo, with the ability to use activity, pipeline, and conversion data to strengthen coaching and decision-making.
Executive presence and strong communication skills, with the ability to influence senior customer stakeholders and collaborate effectively across internal functions.
A strategic and analytical mindset paired with a willingness to remain close to the details of team execution.
Proven ability to lead through change, maintain trust, and create a culture that balances high standards with meaningful coaching and development.
Excellent planning, analysis, organization, communication, and presentation skills.
Strong analytics skills to identify trends and sales patterns to support sales strategy.
Demonstrable ability to support and assist a team in closing annual or multi-year agreements.
Proven results as a strong mentor, who can get the most out of a bright, collaborative team in a high growth entrepreneurial environment.

Responsibilities

Lead a team of 6-8 Account Managers focused on growing revenue across existing accounts through strategic upsell, cross-sell, and retention initiatives.
Create a high-performance culture grounded in accountability, transparency, collaboration, and continuous improvement.
Address performance gaps directly and promptly while providing the coaching and support needed to improve.
Combine coaching, mentoring, and training to foster a strong focus on pipeline management, individual forecasting, and performance management to ensure team members meet assigned quota targets.
Ensure sellers can clearly articulate the value of licensing solutions, connect customer usage and business requirements to the appropriate commercial model, and navigate sophisticated pricing and contractual discussions.
Maintain rigorous pipeline and forecasting discipline, ensuring opportunities are accurately qualified, next steps are documented, risks are surfaced early, and forecasts are supported by evidence.
Drive consistent adoption of the company’s sales methodology, CRM requirements, account-planning standards, and operating cadence.
Track and analyze sales statistics based on key quantitative metrics.
Coach the team to proactively identify expansion opportunities, mitigate churn risks, and consistently deliver on net retention goals.
Maintain communication with senior management through weekly revenue reporting to ensure a clear understanding of pipeline health, deal status, and opportunities for executive championing.
Recruit, onboard, develop, and retain strong sales talent in partnership with the Talent team, while making timely and objective decisions when performance does not meet expectations.
Collaborate with various teams such as Customer Success, Marketing, Support, Presales, Engineering, and Development to ensure alignment on Go-to-Market strategies.
Represent the company in strategic customer meetings, executive presentations, negotiations, and relevant industry events.

Benefits

Hybrid work arrangements
Competitive paid time off programs
Comprehensive commercial medical insurance coverage
Competitive compensation with corporate bonus program & uncapped commission for quota-carrying Sales
A creative, innovative, and global working environment in the creative and software technology industry
Highly engaged Events Committee
Reward & Recognition Programs (including President's Club for all functions)
Professional onboarding program, including robust targeted training for Sales function
Development and advancement opportunities (high internal mobility across organization)
Retirement planning options