pearl - Director of Enterprise Account Management
Requirements
• 7+ years in enterprise account management, sales, or revenue growth, including 3+ years building or scaling a SaaS Account Management function — or establishing the playbook for one in a high-growth environment • Proven track record of expanding existing accounts and driving revenue growth at scale, including POC conversions and complex sales-cycle closures, within large, multi-location customer relationships • Demonstrated ability to build and articulate a repeatable account management playbook, backed by strong SaaS metrics/ROI modeling acumen and stakeholder management across C-suite and cross-functional teams • Track record of mentoring and developing sales professionals as a self-directed leader who manages multiple accounts, direct reports, and competing priorities with strong organizational discipline and follow-through • Demonstrated AI curiosity and a builder's mindset — quick to adopt AI/LLM tools and automation to eliminate manual workflows and create scalable systems, rather than waiting for the perfect process to be handed to you • Healthcare or SaaS experience preferred; willingness to travel up to 40% • Experience building Account Management functions or departments at 0→1 or high-growth companies • Multi-location or DSO operations background • Healthcare technology or dental software experience • Consultative selling and HubSpot CRM experience • Startup or high-growth company experience • Remote or geographically dispersed team management experience
Responsibilities
• Team Leadership • Build the Account Management function from the ground up — define role clarity, hiring profiles, compensation philosophy, and team structure • Establish account management processes, playbooks, methodologies, and templates that scale across the team; define how we approach QBRs, account planning, expansion strategy, and customer engagement • Hire, onboard, and develop a high-performing team of 3–5 Account Managers; set expectations, manage performance, and coach toward excellence • Create and own team KPIs (revenue, retention, expansion, forecast accuracy, pipeline discipline); establish accountability standards and report up through the Go To Market Organization • Commercial Ownership & Revenue Growth • Own accounts from the point of a net-new customer's full estate commitment or an existing customer's expansion, and take responsibility for identifying growth opportunities, account health, and product adoption. • Own 3–5 assigned Enterprise accounts as primary contact for customer leadership; own individual expansion ARR and retention targets • Own the team's collective revenue performance and forecast; support Account Managers with complex closures and escalations • Drive POC conversion, quantify expansion opportunities, manage renewals, and maintain accurate pipeline and 12-month account plans • Proactively identify at-risk relationships and develop retention strategies • Customer Engagement & Execution • Lead QBRs/EBRs for assigned accounts; prepare metrics-driven reviews demonstrating ROI and readiness for expansion • Build account growth plans with clear milestones, success metrics, and risk identification • Guide team through QBR preparation and execution; facilitate strategic planning sessions with key accounts • Manage implementation timelines and success plans; coordinate with Onboarding, Product, and Analytics on customer priorities • Function & Cross-Functional Leadership • Design and implement Account Management function strategy, operating model, and tooling — bring your proven approach and recommend improvements to CRM, forecasting, pipeline discipline, and customer communication cadence • Partner with Enterprise Sales, Solutions Consulting, and Operations to align on account strategy, go-to-market approach, and team structure • Define how Account Management operates with Product, Engineering, Onboarding, and Analytics; establish escalation protocols and cross-functional workflows that scale • Lead forecasting, pipeline reviews, quarterly business planning, and executive reporting; set the standard for team CRM discipline and customer file accuracy
Benefits
• Professional development and training opportunities • Flexible, uncapped PTO • Stock options • Remote work environment
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