Description
About the role:
The Team Lead – Account Management will be responsible for managing and developing a team of
Account Managers handling paid employer accounts. The role combines team leadership, revenue
ownership, client retention, upselling, performance management, and process excellence. The ideal
candidate should have strong experience in B2B sales or account management, team handling
experience, a data-driven approach, and a deep understanding of outbound prospecting and lead
generation.
Key Responsibilities:
● Lead, mentor, and coach a team of Account Managers to achieve revenue, retention, renewal,
and upselling targets.
● Conduct regular performance reviews, pipeline reviews, call audits, and one-on-one coaching
sessions to improve team effectiveness and productivity.
● Build and foster a high-performance culture focused on accountability, ownership, customer
success, and continuous improvement.
● Drive account retention, customer engagement, and revenue growth across assigned
employer/client accounts.
● Identify and capitalize on upselling, cross-selling, and account expansion opportunities to
maximize customer lifetime value.
● Support team members in managing strategic, high-value client relationships and resolving
complex customer challenges.
● Guide the team in outbound prospecting efforts to generate new business opportunities, revive
dormant accounts, and mitigate churn risks.
● Monitor pipeline health, forecast accuracy, lead generation activities, and overall sales
performance through effective CRM and reporting practices.
● Ensure operational excellence by maintaining CRM hygiene, tracking business metrics,
analyzing performance trends, and implementing corrective actions where required.
● Collaborate closely with Sales, Customer Success, Product, Marketing, and Operations teams
to resolve client concerns, improve customer experience, and drive business objectives.
Required Skills & Qualifications
Must-Have
● 3–6 years of experience in B2B Sales, Account Management, or Corporate Sales.
● Minimum 1 year of team handling experience.
● Strong understanding of outbound sales, prospecting, and lead generation.
● Experience managing revenue targets and client portfolios.
● Strong analytical and reporting skills.
● Excellent communication, negotiation, and stakeholder management abilities.
● Hands-on experience with CRM tools especially Leadsquared and HubSpot.
Preferred
● Experience in SaaS, HRTech, Recruitment, EdTech, or subscription-based businesses.
● Experience handling SMB and Mid-Market clients.
● Exposure to retention, renewals, and upselling motions.
● Ability to work with data and derive actionable insights.
What Success Looks Like?
1. Consistent achievement of team revenue targets.
2. Strong client retention and renewal performance.
3. High team productivity and engagement.
4. Effective coaching and development of team members.
5. Accurate forecasting and strong operational discipline.
6. Growth of existing accounts through strategic upselling and relationship management.
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