Sr. Manager, Account Executive - Install Base

POSITION SUMMARY 

The Sr. Manager, Account Executive - Install Base  is responsible for leading and developing a team focused on driving revenue growth within our existing customer base. This role ensures that our customers achieve maximum value from our solutions while identifying opportunities for expansion, renewals, and upselling. The ideal candidate is a strategic and results-driven sales leader with experience in customer account management, SaaS revenue models, and team development. This position requires close collaboration with cross-functional teams, including Customer Success, Marketing, and Product, to optimize customer engagement and retention.

ESSENTIAL FUNCTIONS AND RESPONSIBILITIES

• Lead, coach, and mentor a team of Install Base Account Executives to achieve and exceed revenue goals.

• Develop and execute sales strategies focused on retention, renewals, and expansion within the existing customer base.

• Establish and track key performance indicators (KPIs) to measure team success and identify areas for improvement.

• Foster strong relationships with key customers to understand their business needs and drive long-term value.

• Collaborate with Customer Success to improve customer engagement and reduce churn.

• Drive account expansion opportunities through upselling and cross-selling strategies.

• Maintain an accurate and up-to-date pipeline and forecast using Salesforce

• Identify trends in customer feedback and collaborate with Product teams to enhance the platform based on user needs. Optimize the sales process to improve efficiency and scalability of the Install Base team.

• Conduct regular team training and professional development sessions.

• Negotiate contract renewals and pricing structures to maximize revenue while ensuring customer satisfaction.

• Work closely with Marketing to develop targeted campaigns and initiatives that drive adoption and engagement.

• Present performance reports and data-driven insights to executive leadership.

• Act as a subject matter expert in SaaS customer lifecycle management and retention strategies.

• Ensure the team adheres to best practices, ethical sales standards, and compliance guidelines.

EXPERIENCE

• 3+ years of experience in SaaS sales, account management or install base account executive

• 2+ years of experience in a sales leadership or management role.

• Proven success in leading a team responsible for customer expansion and retention.

• Experience working with high-growth B2B SaaS companies.

• Strong background in pipeline management, sales forecasting, and performance tracking.

• Hands-on experience with CRM tools and sales automation platforms.

KNOWLEDGE

• Deep understanding of customer retention and revenue expansion strategies.

• Knowledge of sales methodologies such as MEDDICCC, Challenger Sale, and/or SPIN Selling.

• Familiarity with subscription-based revenue models and SaaS customer lifecycle management.

• Strong negotiation and contract management skills.

• Proficiency in sales forecasting and data analysis to drive decision-making.

• Understanding of cross-functional collaboration between Sales, Marketing, and Customer Success.

• Ability to identify and mitigate churn risks proactively.

• Expertise in CRM systems like Salesforce, HubSpot, or similar platforms.

• Knowledge of competitive market trends and industry best practices.

• Strong leadership and coaching techniques to develop high-performing teams.

DESIRED BEHAVIORS 

• Cascades strategic goals - ensures aligned departmental goals that drive value and mature the function. 

• Drives execution – sets high performance standards, mobilizes resources and removes barriers to success. Hold self and others accountable. 

• Drive change – challenges assumptions and takes responsibility for leading and executing change. 

• Makes sound and timely decisions - uses problem solving, decision making and planning models and tools. Analyses, provides thoughtful feedback, and takes corrective action when necessary. 

• Uses the full capabilities of employees in the department – promote ideas and suggestions, record meaningful findings, build bonds, and keep an open-door policy to encourage dialog and learning.    

• Care for each employee's well-being – respectfully communicate the why behind decisions, promote individuality, provide timely information, build bonds with team, build department backup and comradery, and allow for time off to ensure team members are healthy and balanced.  

• Over communicate – translate corporate goals into departmental goals and targets, clearly articulate and document timelines and expectations. Communicate with passion and purpose that inspires the team in a way that makes employees want to listen and act.  

• Creates an open and thought-provoking environment - one that recognises the importance of learning from mistakes, encourages problem solving, engages the teams' interest and passions, promotes fun and inquisitiveness.  

• Display ethical character and competence – gain trust by acting with integrity and intent, seen as professionally credible in role.   

• Is a role model – displays high levels of commitment and energy, role models our company values and sets high standards that stretch employees. Influence others positively, act as a good citizen of UpKeep. 

This role will receive a competitive base salary + annual bonus + benefits + equity. A variety of factors are considered when determining someone’s compensation–including a candidate’s professional background, experience, and location. Final offer amounts may vary from the amounts listed below.

The pay range for this role is $250,000 OTE ($125K base/$125K commission) USD per year.