Account Management Lead

This is a fully remote position, open to applicants in United States.

📋 Description

• Establish and direct Pearl's Enterprise Account Management division from the ground up.

• Manage the commercial relationships for 3–5 strategic dental practice groups comprising 75–499+ locations.

• Create a scalable Account Management function tailored for mid-market and enterprise clients.

• Define clarity in roles, hiring criteria, compensation strategies, and team structure.

• Implement account management processes, playbooks, methodologies, templates, QBRs, account planning, expansion strategies, and customer engagement practices.

• Recruit, onboard, develop, manage, and mentor 3–5 Account Managers.

• Establish and oversee team KPIs that focus on revenue, retention, expansion, forecast accuracy, and pipeline discipline.

• Take ownership of assigned enterprise accounts, focusing on expansion ARR, retention goals, account health, product adoption, and growth opportunities.

• Manage team revenue performance and forecasting; assist with complex closures and escalations.

• Drive POC conversion, evaluate expansion opportunities, oversee renewals, and maintain pipeline and 12-month account plans.

• Identify relationships at risk and formulate retention strategies.

• Conduct QBRs/EBRs and prepare metrics-driven reviews that showcase ROI and readiness for expansion.

• Develop account growth plans featuring milestones, success metrics, and risk identification.

• Guide the team through QBR preparation and strategic planning sessions.

• Oversee implementation timelines and success plans; collaborate with Onboarding, Product, and Analytics teams.

• Design and execute the Account Management strategy, operating model, tooling, CRM enhancements, forecasting, pipeline discipline, and customer communication cadence.

• Collaborate with Enterprise Sales, Solutions Consulting, and Operations on account strategy, go-to-market approaches, and team structure.

• Establish workflows and escalation protocols with Product, Engineering, Onboarding, and Analytics teams.

• Lead forecasting, pipeline evaluations, quarterly business planning, and executive reporting.

• Set standards for CRM discipline and accuracy of customer files.

⛳️ Requirements

• 7+ years of experience in enterprise account management, sales, or revenue growth, including at least 3+ years in building or scaling a SaaS Account Management function — or creating the playbook for one in a high-growth setting.

• Proven success in expanding existing accounts and driving substantial revenue growth, including POC conversions and managing complex sales cycles within large, multi-location customer relationships.

• Demonstrated ability to develop and communicate a repeatable account management playbook, supported by strong SaaS metrics/ROI modeling skills and effective stakeholder management across C-suite and cross-functional teams.

• A track record of mentoring and growing sales professionals as a self-directed leader who effectively manages multiple accounts, direct reports, and competing priorities, demonstrating strong organizational discipline and follow-through.

• A demonstrated curiosity in AI and a builder's mindset — quick to embrace AI/LLM tools and automation to streamline manual workflows and establish scalable systems.

• Preferred experience in healthcare or SaaS industries.

• Willingness to travel up to 40% of the time.

• Experience in building Account Management functions or departments from the ground up in high-growth companies.

• Background in multi-location or DSO operations.

• Experience with healthcare technology or dental software.

• Familiarity with consultative selling and HubSpot CRM.

• Experience in startup or high-growth company environments.

• Experience managing remote or geographically dispersed teams.

• Must indicate whether employment visa sponsorship is needed.

🏝️ Benefits

• Competitive compensation and benefits package.

• Opportunities for professional development and training.

• Flexible, uncapped PTO.

• Stock options.

• Remote work environment.