Manager, Relationship Managers

About the role

Fin is hiring a sales leader to build and grow a team of Mid-Market Relationship Managers. You will guide customers through AI adoption while owning retention, expansion, and long-term value for the mid-market segment. This position combines team development with direct accountability for revenue performance as the product and go-to-market approach evolve. You will own the end-to-end lifecycle of mid-market customers, ensuring that adoption translates into measurable business outcomes. The role requires you to balance team mentorship with rigorous performance management in a fast-moving AI environment. You will act as the primary architect of the mid-market sales motion, defining playbooks and standards. This is a hands-on leadership position where your direct involvement in coaching and forecasting will determine team success. You will be responsible for aligning commercial strategy with product capabilities to unlock new value.

Key facts

What you'll do

• Recruit, onboard, and coach Relationship Managers focused on the mid-market customer segment, ensuring they possess the commercial acumen and technical fluency required for AI sales.
• Train your team to run multi-threaded, value-driven conversations that drive renewals, expansion, and long-term growth by framing AI capabilities in terms of business transformation.
• Own your team's revenue targets including renewals, expansion, and pipeline creation, translating high-level corporate goals into individual rep objectives.
• Maintain forecasting accuracy, deal reviews, and operational discipline at scale, using data to identify risks and opportunities in the pipeline.
• Ensure CRM data quality and adherence to sales processes and methodology, holding the team accountable for clean, actionable records.
• Help reps build business cases for AI adoption centered on efficiency gains, cost reduction, and growth, equipping them with stories and metrics that resonate with CFOs and operators.
• Collaborate with Enablement and Product teams to translate new AI features into clear customer messaging, ensuring go-to-market materials are always current.
• Raise technical credibility and commercial standards across the team by modeling best practices in discovery, stakeholder mapping, and solution framing.
• Identify cross-sell and upsell opportunities and lead strategic renewal motions, positioning the product as a platform for ongoing innovation rather than a static tool.
• Partner with Product, RevOps, Marketing, and Customer Success on go-to-market changes, aligning messaging, packaging, and training with market feedback.
• Share customer feedback on AI adoption patterns, objections, and wins, closing the loop between the voice of the customer and product development.
• Navigate complex buying committees and stakeholder alignment, coaching your team on how to manage multiple sponsors and champions.
• Develop playbooks for mid-market sales motions that balance speed of execution with the depth of relationship required for expansion.
• Drive the adoption of AI-native selling techniques, ensuring the team leverages every feature to demonstrate value and differentiate from competitors.

Requirements

• 4 years of sales management experience, with at least two years spent actively coaching a team of SaaS sales professionals.
• Background selling SaaS products in a quota-carrying role, demonstrating a history of exceeding personal and team quotas.
• Track record managing and developing revenue-owning individual contributors, including hiring, performance reviews, and career progression.
• Strong coaching abilities, especially with mid-market or commercial account executives and relationship managers, focused on turning data into development.
• Proven skill in forecasting, deal inspection, and operating with discipline at scale, maintaining high standards for accuracy and rigor.
• Ability to lead teams through change in a fast-paced environment, maintaining clarity and momentum even when priorities shift.
• Experience selling into complex enterprise or commercial buying committees, with examples of aligning multiple stakeholders.
• Demonstrated understanding of how to position AI and automation as business enablers rather than just technology features.
• Familiarity with quota-setting, pipeline management, and territory planning processes used in high-growth SaaS organizations.
• Commitment to ethical sales practices and compliance with company policies, ensuring all engagements are transparent and customer-centric.

Nice to have

• Experience in small business, scale, or commercial sales motions, allowing you to adapt your approach to different maturity levels.
• Exposure to selling technical or AI-enabled products, giving you credibility with skeptical buyers and engineers.
• Familiarity with structured sales methodologies such as MEDDPICC or Command of the Message, enhancing your ability to coach advanced deal strategies.
• Background helping customers adopt new technology, including change management and training techniques that reduce friction.

Skills & tools

• SaaS sales management, with a track record of building scalable processes that outlast individual contributors.
• Revenue forecasting and pipeline management, using quantitative skills to predict outcomes and manage risk.
• CRM administration and hygiene, ensuring that systems reflect reality and support decision-making.
• Value-based and technical selling, balancing business outcomes with implementation feasibility.
• Team coaching and talent development, focusing on both hard skills and soft skills that drive long-term growth.
• Cross-functional collaboration, working effectively with Product, Finance, Marketing, and Customer Success to align incentives.

Practical notes

• Proof of eligibility to work in the United States is required, and you must be able to commit to the hybrid schedule with a minimum of three days per week in the Chicago office.
• Compensation includes competitive salary, meaningful equity, and regular pay reviews, with OTE band clearly defined to reward performance.
• Benefits include comprehensive medical, dental, and vision coverage, supporting your well-being and that of your dependents.
• Flexible paid time off, paid parental leave, and 401k with company match, providing financial security and work-life balance.
• Unlimited access to Claude Code and top AI tools for experimentation and building, empowering you to innovate in your role.
• On-site bicycle storage and company events for employees and families, fostering community and engagement outside of work hours.