Head of Account Management

Note: Hybrid Schedule - Work remotely on Monday, Thursday, Friday, and in-office Tuesday and Wednesday. Location: Scottsdale, AZ or New York (hybrid) What You'll Do Lead, coach, and develop a team of Account Managers responsible for managing Co-Counsel relationships across the network. Build a high-performance culture anchored in ownership, accountability, and data-driven decision-making. Set clear goals, establish operating rhythms, and create the structures your team needs to consistently execute at a high level. Hire and develop exceptional talent as the team scales. Own the long-term strategy for Co-Counsel growth, performance, and retention — including how we segment, prioritize, and invest in the attorney network. Define what "great" looks like across supply KPIs (conversion rates, case volume, quality, retention, capacity) and build the roadmap to get there. Identify structural opportunities and risks across the network — by geography, case type, or attorney cohort — and lead the team in addressing them. Balance short-term performance management with long-term network building. Cross-Functional Partnership Serve as the senior leader representing supply in cross-functional conversations with Product, Operations, CX, Legal, and executive leadership. Translate supply realities into business cases — advocating for the attorney network while aligning to company-wide goals. Partner closely with Managing Attorneys and state-level leadership to ensure supply performance maps to client and case demand. Bring the attorney perspective into decisions about product, pricing, and operational policy. Performance & Analytics Establish the measurement framework for supply — defining what metrics matter, how they're tracked, and how they inform strategy. Stay close to the data: able to move fluidly between high-level trends and account-level detail. Build and maintain visibility across the full Co-Counsel network so leadership always has a clear picture of health and risk. Drive quarterly and annual planning for the supply function, including goal-setting, headcount, and investment priorities. Requirements Who You Are Experienced Leader: 10+ years in account management, partner success, or B2B relationship management - with at least 5+ years leading and developing teams. Experience in SaaS, marketplace, or professional services strongly preferred. Strategist & Operator: Comfortable setting a long-term vision and then rolling up your sleeves to execute. You know how to move between the 30,000-foot view and the details without losing either. Data-Driven: You build strategies on data, not instincts alone. You're fluent in KPIs, dashboards, and translating numbers into decisions. Builder: You thrive in ambiguity. You've built functions — not just managed them — and you get energy from creating structure in evolving environments. Influential Communicator: You lead through influence as much as authority, and you're able to align cross-functional stakeholders around a shared direction. Owner: You hold yourself and your team accountable. You push for results and celebrate wins, but you're honest when something isn't working and fast to course-correct. Bonus Points Familiarity with the following platforms: Claude, Salesforce, Tableau, Slack, Google Workspace, Vonage, Dialpad. Knowledge of the legal industry or law firm operations. Experience scaling a supply-side or partner network in a marketplace or two-sided business. AI-forward mindset: Open to using tools like Claude, Google Gemini, or other AI to increase team efficiency, create resources, or innovate workflows. #J-18808-Ljbffr