Niche

Director, Account Management – Higher Education

Niche

full-time

Posted on:

Origin:  • 🇺🇸 United States • Arizona, Colorado

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Salary

💰 $150,000 - $190,000 per year

Job Level

Lead

About the role

  • Hire, coach, and manage a team of Account Managers
  • Provide ongoing feedback and direction through 1:1s, Gong reviews, and deal-level support
  • Create a high-performance, competitive culture grounded in accountability and development
  • Set and hold team members accountable to clear expectations, recognize wins, and course-correct as needed
  • Design scalable role definitions, promotion paths, and succession planning
  • Define pipeline generation and progression standards; audit consistently
  • Support reps in account planning, segmentation, and prioritization
  • Ensure your team builds and maintains sufficient pipeline to hit quarterly targets
  • Hold AMs accountable to goals with rigor and support
  • Stay close to deals—support reps at key points, help unblock challenges, and model strong sales execution
  • Act as executive sponsor with strategic clients when needed
  • Collaborate with CSMs to drive expansion through aligned account strategies
  • Partner with Product, Marketing, Data, RevOps, and Finance to support GTM goals
  • Build and continuously improve account management playbooks
  • Lead outbound and expansion motions across key segments
  • Analyze performance and pipeline data to inform coaching and strategic pivots
  • Understand the full product suite (DA, DMS, Engage, etc.) and support reps in positioning across the portfolio
  • Track market trends, customer feedback, and competitor positioning to guide strategy

Requirements

  • 5–10+ years in B2B SaaS sales; at least 2+ years directly managing Account Managers or Expansion Reps
  • Experience in vertical SaaS or Higher Ed is a bonus but not required
  • Has created and iterated on pipeline management, outbound expansion, and account growth frameworks
  • Knows how to get the most out of each team member, with a proven playbook for coaching up and addressing performance gaps
  • Obsessed with pipeline health, forecasting rigor, and holding teams to high standards
  • Has worked closely with Customer Success, Product, Data, Finance, and RevOps to align strategy and execution
  • Strong communicator; comfortable navigating wins, blockers, and change
  • Owner mindset; proactive solutions, makes data-driven decisions
  • Must be legally authorized to work in the United States without sponsorship now or in the future