Team Lead, Digital Cloud (Cohort GM)

Nexcess

2d•Hybrid

About The Position

The Nexcess Digital Cloud BU is focused on customers whose primary job to be done (JTBD) is building websites. This is a mini-General Manager (GM) role. The Team Lead runs their cohort like a standalone business within Nexcess Digital Cloud. They set the go-to-market strategy for their customer segment, direct the necessary support from Marketing, Product, and Support to achieve their targets, and are accountable for both the revenue outcome and the health of the team producing it.

Requirements

Demonstrated ownership of a revenue number, including making decisions on how to achieve it, not just quota attainment.
Experience managing or building a team, ideally cross-functional (sales, success, technical).
Comfortable operating in ambiguity, as the function and its tooling are actively being developed.
Strong communicator capable of holding a QBR-level conversation with a customer and a roadmap-prioritization conversation with Product on the same day.
Working technical fluency in the digital space, with an understanding of the digital customer, their needs, and website building. Sufficient technical fluency to engage credibly in proactive support/roadmap conversations without full reliance on an SE.
Experience in a vertical SaaS or agency-adjacent business where the customer's business model was critical to the sale.

Responsibilities

Own the cohort's revenue, churn/expansion, and net revenue retention (NRR) targets end to end.
Build and adjust the cohort's go-to-market strategy in partnership with Marketing and Product.
Report cohort performance with the fluency of someone running a business, not just a scorecard.
Direct and develop the Account Executive (AE), Customer Success Manager (CSM), Sales Engineer (SE), and Subject Matter Expert (SME) resources assigned to the cohort.
Set the operating cadence, including pipeline reviews, account health reviews, and escalation paths.
Build a team from a standing start where needed, including hiring, onboarding, and coaching.
Drive proactive account management to address issues before they become support tickets.
Personally handle annual contract and roadmap conversations for the highest-value relationships.
Translate the cohort's brand positioning (JTBD-driven, outcome-first) into how the team communicates with customers.
Proactively pull necessary resources from Marketing, Product, and Support for the cohort.
Represent the cohort's voice in Digital Cloud product and marketing planning.
Perform other duties as assigned.