Manager, Account Management

It's fun to work in a company where people truly BELIEVE in what they're doing!

Fullsteam is a leading provider of vertical software and embedded payments technology dedicated to helping businesses flourish by providing their customers with seamless experiences. With a dynamic and growing team of over 1,900 employees, we are committed to driving innovation and delivering best-in-class software and payment solutions that empower small and medium-sized businesses across numerous industries. Our purpose is to help our customers grow their businesses and delight their customers. Join us and be a part of a forward-thinking company that values growth, excellence, and the success of our clients.

Job Summary:

The Manager, Account Management will oversee the vertical account management strategy at Fullsteam. This role is responsible for building and leading a robust account management organization across multiple business units and product lines upselling SaaS solutions to SMB and mid-market customers. This includes designing sales strategies, resourcing plans, and ensuring execution and results align with company objectives. The ideal candidate will bring extensive experience in managing large SaaS sales teams and a proven track record of driving marketing-leading revenue growth.

Responsibilities and Duties:

• Lead sales organizations across multiple business units within a vertical, potentially expanding to other areas.

• Build and manage an inbound sales organization, targeting vertical B2B SaaS and payment solutions from SMB to Enterprise levels.

• Design sales strategies and resourcing plans, ensuring effective execution and achievement of sales goals.

• Directly accountable for leading, coaching, and managing individual and team performance to meet or exceed sales quotas.

• Lead forecasting efforts, pipeline management and backlog inspection to achieve sales quotas. Host weekly sales pipeline reviews and win/loss evaluation meetings.

• Roll up weekly sales forecasts to executive leadership.

• Monitor and analyze sales performance, providing timely feedback and driving improvements in sales methodologies and outcomes.

• Develop new sales approaches to penetrate target existing customers.

• Act as a hands-on leader, monitoring outbound activity and conducting pipeline reviews.

• Develop standard operating procedures for efficient and effective sales processes.

• Contribute to regular budget and sales forecasting processes.

• Drive performance on key metrics through sales excellence efforts, including:

  • Expansion sales

  • Recurring software and services revenue growth

• Support administrative processes and initiatives to ensure effective team management and organizational success.

• Drive and foster a positive organizational culture by exemplifying and promoting our core values and behaviors, ensuring alignment with company standards and nurturing an environment of collaboration, continuous improvement, and performance.

• Set performance goals and regularly evaluate the team’s progress, providing feedback and guidance to ensure high standards are met.

Skills and Competencies:

• Strong business acumen with a focus on achieving revenue goals.

• Expertise in leveraging data to inform strategy, optimize tactics, and drive results.

• Proficiency in building, developing, and leading high-performing sales teams.

• Advanced knowledge of Salesforce and sales engagement platforms.

• Excellent communication skills across all levels of an organization, both in-person and remotely.

• Strong analytical and problem-solving skills.

• Detail-oriented and organized, with the ability to effectively prioritize tasks.

• Ability to thrive in a fast-paced, dynamic, team-oriented environment.

• Demonstrated ability to manage prospecting efforts, sales processes, pipelines, and contracts.

• Knowledge of SaaS solutions and the buyer-centric sales approach.

• Ability to partner with product and marketing teams to on go to market strategy for new products.

• Capacity to think ahead, set clear goals, and develop long-term plans to achieve organizational objectives.

• Capable of bringing together diverse individuals, fostering a positive team environment, and promoting collaboration and teamwork.

• Demonstrated ability to develop new markets and territories

Experience and Education Requirements:

• 3+ years of experience leading B2B SaaS sales selling to SMB, mid-market, and/or enterprise customers

• Experience selling software with payments preferred

• Travel as required by business needs

Fullsteam supports an inclusive workplace that values diversity of thought, experience, and background. Fullsteam is an Equal Opportunity/Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, religion, color, national origin, ancestry, age, physical or mental disability, sex, sexual orientation, gender identity/expression, pregnancy, veteran status, marital status, creed, status with regard to public assistance, genetic status or any other status protected by federal, state, or local law.