Manager, Technical Accounts – Enterprise

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

📋 Description

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

• Proactively recruit talent in anticipation of the company's growth.

• Oversee customer adoption, overall health, and gross retention metrics across the customer portfolio.

• Collaborate with Account Executives responsible for enterprise renewals.

• Enhance and operationalize customer segmentation, health scoring, lifecycle playbooks, and Quarterly Business Reviews (QBRs).

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

• Conduct in-depth account analyses, formulate recovery plans, and ensure their implementation.

• Establish performance benchmarks and career development standards for the team.

• Boost team productivity through automation, playbooks, and scalable programs.

• Provide technical field insights to Product and Engineering teams.

• Present retention, adoption, and team performance metrics to senior leadership.

⛳️ Requirements

• A minimum of 4 years in managing post-sales teams (Technical Account Management, Solution Engineering, or similar roles).

• At least 6 years of experience in pre- or post-sales positions (TAM, Solutions, or Services) within the B2B SaaS sector.

• Proven track record of owning Gross Revenue Retention (GRR), Net Revenue Retention (NRR), or adoption goals.

• Experience in security, developer tools, or related technical products.

• Understanding of the Software Development Life Cycle (SDLC) and the operations of developers and security teams.

• Prior experience as an escalation point for at-risk enterprise accounts.

• Demonstrated ability to build, operationalize, or enhance segmentation, playbooks, health scoring, and QBR frameworks.

• Readiness to contribute as an individual contributor when necessary.

• Strong executive presence when engaging with Chief Information Security Officers (CISOs), Vice Presidents of Engineering, and company leadership.

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

• Proven success in supporting and expanding relationships with large enterprise customers in complex, high-pressure technical settings.

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

• Preferred: experience in scaling a post-sales function within a fast-growing startup.

• Preferred: experience in managing TAM responsibilities.

• Preferred: hands-on experience with Vitally or similar Customer Success platforms and scaled or digital-touch programs.

🏝️ Benefits

• Meaningful equity program.

• Comprehensive health benefits for you and your family, with 99% coverage.

• Flexible time-off policies, holidays, and a winter shutdown to rest and recharge.

• Paid parental leave.

• Remote-first work environment.

• Quarterly team off-site events.

• Competitive salary bands in the market.