Enterprise Account Manager

Summary

Join TCP, a leading provider of workforce management solutions, as their Manager, Enterprise Account Management! Lead and mentor a team of Strategic Account Managers to exceed revenue targets. Develop and execute strategies to grow enterprise client revenue through upselling and cross-selling. Collaborate with other departments to ensure customer satisfaction and maintain visibility into sales pipelines. Conduct regular coaching sessions and analyze performance metrics to identify areas for improvement. Guide the team in creating detailed account plans and ensure a deep understanding of TCP Software’s product offerings. This role requires proven leadership experience, a track record of revenue achievement, and a passion for coaching and developing high-performing teams.

Requirements

• 5–10 years of experience in sales management, with a proven track record of driving revenue growth through upselling and cross-selling in a B2B SaaS or technology environment
• Demonstrated ability to lead, coach, and develop high-performing sales teams
• Strong understanding of enterprise account management, solution selling, and revenue forecasting
• Exceptional verbal and written communication skills with the ability to influence stakeholders at all levels
• Data-driven mindset with experience in leveraging metrics and CRM tools (e.g., Salesforce) for decision-making
• Deep commitment to understanding customer needs and delivering value-driven solutions

Responsibilities

• Manage and mentor a team of Enterprise Account Managers to exceed revenue targets
• Foster a high-performance culture and hold the team accountable for results
• Develop and execute strategies to grow enterprise client revenue through effective upselling and cross-selling practices
• Collaborate with Customer Success and other departments to ensure alignment on account strategy and customer satisfaction
• Maintain visibility into team sales pipelines, ensuring accurate forecasting and opportunity progression
• Conduct regular one-on-one coaching sessions to strengthen team members' skills in discovery, objection handling, and solution selling
• Track and analyze performance metrics to identify trends and opportunities for improvement
• Guide the team in creating detailed account plans for key customers, focused on long-term growth and relationship building
• Ensure the team deeply understands TCP Software’s product offerings and can effectively position them to meet customer needs
• Partner with Product, Marketing, and Sales Enablement teams to enhance the effectiveness of upselling and cross-selling initiatives
• Continuously evaluate and refine sales processes to improve efficiency and effectiveness

Preferred Qualifications

• Familiarity with workforce management or SaaS solutions
• Experience using MEDDPICC or similar sales methodologies
• Proven ability to align sales teams with broader organizational goals
• Bachelor’s degree in business, marketing, or a related field is preferred

Benefits

• Competitive salary
• 20 Days of PTO (Paid Time Off) and 13 days of companywide holidays
• 8 hours to volunteer and impact the community
• Comprehensive benefits (Health/Dental/Vision/ 401K)
• The work/life set up you need to be successful