Manager, Technical Accounts – Commercial

This is a fully remote position, open to applicants in United States, +1 more country.

📋 Description

• Lead, mentor, and develop a team of Commercial Technical Account Managers.

• Proactively recruit in anticipation of future needs as the organization expands.

• Take ownership of adoption, customer health, and gross retention metrics across the client base.

• Collaborate with Account Executives responsible for commercial renewals.

• Enhance and operationalize segmentation, health scoring, and lifecycle playbooks.

• Utilize valuable data and customer insights to enhance QBRs.

• Act as the senior escalation point for accounts at risk.

• Conduct in-depth account analyses, formulate recovery plans, and implement them until resolution.

• Establish and uphold performance and career development standards.

• Increase team efficiency through automation, playbooks, and one-to-many initiatives.

• Provide technical field intelligence to Product and Engineering teams.

• Present retention, adoption, and team health metrics to leadership.

⛳️ Requirements

• Over 4 years of direct experience managing post-sales teams (TAM, Solutions Engineering, or similar).

• More than 6 years of total experience in pre- or post-sales roles (TAM, Solutions, or Services) within B2B SaaS.

• Proven experience in managing GRR, NRR, or adoption objectives.

• Background in security, developer tools, or a related technical product.

• Familiarity with the SDLC and the operations of developers and security teams.

• Experience in managing escalations for at-risk commercial accounts.

• Experience in building, operationalizing, or enhancing post-sales systems, including segmentation, playbooks, health scoring, and QBR frameworks.

• Willingness to serve as an individual contributor when necessary.

• Executive presence when interacting with CISOs, VPs of Engineering, and company leadership.

• Willingness to travel for customer and company meetings as required.

• Preferred: experience in software supply chain security, AppSec, DevSecOps, or open-source ecosystems.

• Preferred: experience in scaling a post-sales function at a rapidly growing startup.

• Preferred: experience in managing TAM charters.

• Preferred: hands-on experience with Vitally or comparable CS platforms and scaled/digital-touch programs.

• Familiarity with Slack, GitHub, Zendesk, Vitally, HubSpot, and Grafana.

🏝️ Benefits

• Competitive salary packages.

• Significant equity program.

• Comprehensive health benefits for you and your family (99% coverage).

• Flexible time-off policies, holidays, and a winter shutdown for rest and rejuvenation.

• Paid parental leave.

• Remote-first work environment.

• Quarterly team off-site events.