Manager, SMB Account Management

About the role

As we go to market with new products, you’ll develop, mentor, and lead a team of Install Base Account Managers focused on performing inside sales, technical demonstrations, and supporting deals to close with our existing clients. You'll drive a high-performance, high-accountability culture to meet and exceed sales goals and continue to grow our current customer base through upgrade and cross-sell opportunities. This position will report to the Director, Install Base, SMB and has the opportunity to work in our Tampa, FL or Austin, TX office.

Responsibilities

• Lead a team of Install Base Account Managers to work with Procore’s customer base to renew and expand through upgrades and cross-selling new products
• Work closely with the Customer Success Management team to ensure alignment and client success
• Attract, hire, and retain high-performing Account Managers by driving a performance culture within the team
• Provide training and support to the team to better understand the role, Procore’s products (industry, market, proposition), and best practices for inside sales
• Regularly conduct calls, presentations, pipeline, and deal reviews with Account Managers
• Help reps win deals via virtual presentations, negotiations, and deal strategy
• Work closely with sales leadership and reps to ensure lead quality, quantity, and proper follow-up
• Provide detailed analysis and reporting on the team’s performance as well as accurate forecasts to sales leadership based on individual performance and historical trends
• Identify and implement process improvements to drive efficiency and productivity

Requirements

• Bachelor’s degree or relevant work experience
• 3+ years in quota-carrying software sales (preferably in a SaaS environment); 2+ years of management experience in a sales environment or demonstrated leadership skills in a previous role strongly preferred
• Track record in hiring, developing, and promoting inside sales representatives
• Proven experience selling via product demonstrations, email, and social selling
• Experience using and implementing a sales methodology and demonstrated experience with Salesforce
• Consistent track record of 100%+ quota achievement as an individual contributor
• Excellent interpersonal, oral, and written communication skills

Pay

Base Pay Range: $117,504.00 - $161,568.00 USD Annual
On Target Earning Range: $195,840.00 - $269,280.00 USD Annual
This role may also be eligible for Equity Compensation and/or Bonus Incentive Compensation.