Manager, Account Management

About the role

Payscale is actively seeking a Manager, Mid Market Account Management to spearhead the strategic growth and retention of our most important mid market customers. In this pivotal leadership position, you will own the full lifecycle management of a portfolio of high-value accounts, ensuring that expansion metrics are not just met but fundamentally exceeded. You will translate complex product capabilities into clear, executive-level value propositions that resonate deeply with C-Level stakeholders and HR leaders. This role demands a proactive coach who empowers their team to operate with autonomy, precision, and a relentless focus on revenue expansion. You will be the primary architect of account strategy, forecasting accuracy, and cross-functional collaboration that drives predictable, sustainable growth. Success in this role will be defined by your ability to build a high-performing, cohesive team that consistently hits their aggressive ARR targets. You will act as the critical bridge between our customers' strategic ambitions and our platform's ability to deliver measurable business outcomes. This is a leadership opportunity for someone who thrives on ownership, data-driven decision-making, and building long-term strategic partnerships.

Key facts

What you'll do

Orchestrate and lead a team of Mid Market Account Managers, instilling a culture of accountability that ensures every individual surpasses their monthly, quarterly, and annual expansion quotas.

Architect and drive a comprehensive upsell and cross-sell strategy for the Mid Market segment, directly fueling ARR growth and maximizing the lifetime value of our customer base.

Conduct insightful weekly 1-1 coaching sessions to review activity metrics, celebrate achievements, and refine the attitude and execution of your team members.

Synthesize and present a precise, data-backed forecast to the extended revenue leadership team, aligning perspectives with peers, marketing, finance, and legal leadership.

Champion the preparation of rigorous pipeline reviews with your team, analyzing performance, identifying gaps, and defining actionable next steps.

Coach Account Managers on sophisticated account mapping and territory planning, optimizing campaign performance and ensuring strategic prioritization of efforts.

Develop and deliver deal-specific coaching, covering product positioning, pricing strategy, and the nuanced negotiation of terms and conditions to secure win-win outcomes.

Maintain a vigilant awareness of evolving industry trends and a high-level competitive landscape, ensuring our value proposition remains distinct and compelling.

Collaborate closely with the Demand Generation team to dissect campaign effectiveness and key performance indicators, informing future go-to-market strategies.

Work in tandem with the Customer Success team to deepen understanding of client adoption, engagement, and overall health, translating insights into proactive retention strategies.

Partner with legal, finance, and deal desk operations teams to structure amendments and deal terms that are fully compliant with accounting and auditing standards.

Relentlessly pursue and achieve all monthly, quarterly, and annual sales quotas, setting the bar for excellence in revenue generation.

Champion the collection and analysis of customer satisfaction scores, aligning them with overarching retention strategies to safeguard long-term relationships.

Serve as a thought leader and mentor, cultivating a collaborative growth mindset and a bias for action within your team of business athletes.

Requirements

You must possess a proven, customer-centric leadership background in Mid Market Account Management, with a demonstrated history of driving revenue growth and retention across a global customer base.

Bring a minimum of 3+ years of software sales leadership experience, or equivalent, coupled with a strong preference for a Bachelor of Arts or Science degree.

Show a strong preference for direct Human Capital Management sales experience, specifically within compensation, talent management, and benefit technologies.

Establish a track record of consistently exceeding sales team key performance indicators and delivering results against ambitious targets.

Embody a collaborative growth mindset, a bias towards decisive action, a powerful sense of personal accountability, and a relentless beat-and-raise mentality.

Demonstrate superior professional presence and sharp business acumen in all interactions.

Possess significant experience selling at the executive "C" level, with a particular strength in engaging CHROs and other critical HR personas.

Show an unwavering commitment to equal employment opportunity and the ethical standards that define our profession.

Prove your ability to navigate complex sales cycles and build trust with senior decision-makers in a fast-paced environment.

Exhibit strong analytical skills to interpret data, forecast accurately, and drive strategic planning initiatives.

Communicate with clarity and precision, both in written and verbal formats, to influence stakeholders at all levels of the organization.

Nice to have

Preferred candidates will have a deep understanding of the compensation intelligence and HR technology ecosystems.

Experience with SaaS platforms and subscription-based sales models is highly valued.

Practical notes

This is a full-time position based in our Manila Office.

The role requires adherence to standard business hours as defined by the local office operations.

Candidates must be eligible to work in the Philippines without the need for additional visa sponsorship.

Please note that this role is subject to background verification as part of our final hiring process.

This position reports directly to the Senior Director of Mid Market Management.