Head of Account Management

Job Description

Job Description

Head of Account Management

Location: New York City, San Francisco, or Lehi, Utah. 3 days in office. Travel: 25 to 35% Reports to: VP, Global Sales

About Rocketlane

Rocketlane is the leading modern professional services automation platform for customer onboarding and implementation teams. We are consistently recognized as the category leader on G2 and trusted by high-growth SaaS companies and large enterprises alike.

The company is entering its next phase of growth with the launch of Nitro, an agentic AI solution designed to automate and accelerate post-sales work. This role sits at the intersection of existing customer relationships, product innovation, and meaningful revenue expansion.

The Role

Rocketlane is hiring a Head of Account Management to lead the team responsible for expansion across our top 100 customers.

This is a leadership role over a team of Account Managers who own expansion inside a named book of mid-market and enterprise accounts. Renewals sit with Customer Success. This team exists to create and close net-new revenue inside accounts that already buy from us, with Nitro as the primary growth motion.

You will lead four US-based Account Managers, with additional coverage responsibility for two India-based team members as we finalize that model. Accounts are largely on long-term contracts, which reduces churn risk and allows the team to focus on value, adoption, and expansion rather than contract mechanics.

This is a build stage. The team, the territory model, and the product motion are all evolving. The right person is comfortable operating without a finished playbook and helping write one.

Responsibilities

• Own team expansion revenue across a named book of mid-market and enterprise accounts

• Hire, coach, and develop a team of Account Managers, including one open seat on the US team

• Build and enforce account planning discipline focused on long-term growth and increased footprint

• Drive adoption and expansion of Nitro and other AI-driven capabilities across the existing account base

• Coach the team on multi-threading and building executive-level relationships inside customer organizations

• Run accurate forecasting and pipeline inspection at the team level

• Partner with Customer Success on account health and with Product and Marketing on positioning and demand inside the installed base

• Get directly involved in the largest and most complex expansion opportunities

What Success Looks Like

• Team achievement or overachievement of expansion quota

• Strong Nitro adoption across the Rocketlane account base

• Every rep operating with a clear, current account strategy and active stakeholder engagement

• Predictable, well-managed team pipeline and forecast

• Reps developing measurably in deal size and executive access

• Expansion driven by business value and outcomes, not contract mechanics

Qualifications

• Five or more years in account management, enterprise sales, or expansion-focused roles in B2B SaaS

• Two to three years managing a team of Account Managers or expansion sellers

• Demonstrated personal history of closing six-figure deals, and a track record of coaching reps to do the same

• Proven history of hitting growth or expansion targets within existing accounts

• Experience selling multi-product or platform solutions

• Ability to uncover and develop new opportunities within established customer relationships

• Strong relationship-building skills with senior and executive stakeholders

• High level of organization and attention to detail

• Comfort working cross-functionally with Customer Success, Product, and Marketing

• Experience selling an AI or automation offering into an existing customer base that already owns the core product is a strong plus

Who This Is Not For

• Leaders whose teams sell primarily transactional or SMB-sized deals

• Leaders coming from a renewal-first or retention-first motion

• Leaders who need a defined playbook and stable org structure to be effective

Why Rocketlane

Rocketlane is defining the future of post-sales execution. The company has strong product-market fit, a differentiated AI roadmap, and a customer base with significant expansion potential. This role offers the chance to build a team, sell a genuinely innovative product, and own a meaningful piece of the company's next stage of growth.