TCP Software is hiring a Manager of Mid Market Account Management to lead and develop a team focused on growing our existing customer base. You will be responsible for driving revenue expansion within the 200-2,499 employee segment by executing effective account growth strategies.
What You'll Do
- Manage and mentor a team of Mid-Market Account Managers, helping them exceed revenue targets through effective account growth strategies.
- Foster a high-performance sales culture, ensuring the team is motivated, accountable, and equipped to succeed.
- Provide hands-on coaching, conducting regular 1:1s, deal reviews, and skill development sessions to improve prospecting, pipeline management, and closing strategies.
- Develop and execute strategies to increase revenue within the Mid-Market segment by driving expansion into new locations, departments, and solution sets.
- Ensure account managers actively prospect and engage new contacts within existing accounts through calling, emailing, and networking.
- Monitor team sales performance, pipeline health, and key revenue metrics, adjusting strategies as needed to meet goals.
- Leverage sales methodologies (e.g., MEDDPICC) to help the team effectively position TCP solutions and drive deal success.
- Partner with Customer Success Managers (CSMs) to identify expansion opportunities during renewal cycles and ensure a seamless customer experience.
- Work closely with Product, Marketing, and Sales Enablement teams to refine go-to-market strategies and equip the team with compelling sales materials.
- Collaborate with leadership to refine and optimize sales processes, playbooks, and account segmentation strategies.
- Implement best-in-class sales practices, ensuring consistent execution across the team.
- Continuously assess and improve team performance through CRM analytics, forecasting, and data-driven decision-making.
What We're Looking For
- Bachelor’s Degree in related field required.
- 3-5 years of experience in sales or account management.
- At least 3+ years of experience leading a team of quota-carrying account managers.
- A proven track record of driving revenue growth within mid-market accounts through upselling, cross-selling, and expansion strategies.
- Strong coaching and leadership skills, with experience developing and scaling high-performing account management teams.
- Expertise in prospecting within existing accounts, helping teams engage new contacts in departments, locations, or business units to expand footprint.
- A data-driven mindset, with experience in forecasting, pipeline management, and sales analytics.
- Familiarity with MEDDPICC, Challenger, or Solution Selling methodologies.
- Strong collaboration skills, with the ability to align sales efforts with Customer Success, Marketing, and Product teams.
Nice to Have
- MBA/MS preferred.
- Experience with SaaS, workforce management, or HR technology solutions.
Team & Environment
You will lead a team of Mid-Market Account Managers.
Benefits & Compensation
- Competitive salary.
- 20 Days of PTO (Paid Time Off).
- 13 days of companywide holidays.
- 8 hours to volunteer and impact the community.
- Comprehensive benefits (Health/Dental/Vision/ 401K).
- Employee Choice Pre-Tax Benefit.
TCP Software is an equal opportunity employer.
