Team Lead, Account Management

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

📋 Description

• Take ownership of renewal performance across the portfolio and spearhead renewal discussions for key accounts.

• Identify and pursue opportunities for expansion: additional devices, integrations, training, services, and increased usage.

• Generate referrals and secure reference customers from your strongest accounts.

• Establish a reliable process for renewals, upselling, and referrals for the team.

• Forecast renewals, expansions, and potential revenue losses; monitor account health and proactively address churn risks.

• Assist in pricing discussions, prepare quotes, and facilitate client negotiations.

• Lead, mentor, and manage a team of three Account Managers.

• Set retention, renewal, and expansion targets for the team; monitor performance and ensure accountability.

• Guide team members in objection handling, navigating difficult conversations, renewal strategies, and upselling techniques.

• Enhance processes for Quarterly Business Reviews (QBRs), escalations, and tracking account health.

• Serve as the primary contact for strategic clients, handling escalations and growth discussions.

• Conduct regular check-ins, quarterly business reviews, and renewal meetings.

• Comprehend client objectives, workflows, and adoption barriers, assisting clients in achieving long-term value from FabStation.

• Relay client feedback to Product, Onboarding, Support, and leadership teams.

• Travel to customer sites, conferences, and trade shows (approximately 25% travel required).

• Maintain accurate records of account activity, renewal status, and account health within HubSpot.

• Generate reports on adoption, retention, expansion, and team performance; translate trends into strategic initiatives.

• Acquire expert-level knowledge of FabStation's products and new features.

⛳️ Requirements

• 5+ years of experience in account management, customer success, or B2B sales roles with direct responsibility for renewal or expansion revenue in a SaaS context.

• 2+ years of experience leading or mentoring a customer-facing team.

• A proven history of meeting or surpassing revenue targets — be ready to discuss your achievements.

• Strong skills in objection handling and negotiation; comfortable advocating for upsells and requesting referrals.

• Excellent coaching, communication, and relationship-building abilities.

• Highly organized and proactive, capable of managing multiple accounts, priorities, and team members simultaneously.

• Full professional proficiency in both written and spoken English.

🏝️ Benefits

• OTE of $140,000–$180,000 CAD (base salary plus commission based on renewal and expansion performance).

• Stock options available.

• Approximately four weeks of total paid time off: 15 vacation days plus a company-wide holiday closure during Christmas.

• 5 paid sick days.

• Comprehensive medical and dental benefits package.

• Flexible schedule in a fully remote work environment.

• $2,000 CAD technology stipend.

• Opportunities for company retreats and travel.

• The chance to build and lead a department within a growing SaaS company.