Manager, Mid-Market Account Management

G2 • Chicago, IL

1d • Hybrid

About The Position

G2 is looking for a Manager, Mid-Market Account Management to lead of team of 5-7 Mid-Market Account Managers. Not only will you be leading and coaching your reps, but this role will have an impact as we continue to grow and scale as a business. In the next year, the team is focusing on addressing churn, growing our advertising business, and helping to expand our AI footprint for our clients.

Requirements

• 6+ years of B2B account management experience, including demonstrated success selling digital advertising, sponsored content, or media solutions
• 3+ years of experience managing a quota-carrying team
• Experience selling advertising products; familiarity with CPM/CPC models, share of voice, ROI-based ad selling, or demand generation programs is a strong plus
• Hands-on experience with AI-powered sales tools and a track record of driving team adoption to improve productivity and win rates
• Proven track record of growing revenue and developing careers
• Strong leadership and communication skills
• Ability to manage pipeline and provide accurate forecasting
• Deep familiarity with MEDDPICC and the ability to coach reps to apply it consistently across their book of business

Nice To Haves

• Strong SaaS experience in the martech or salestech space, particularly with platforms that include advertising or review-based products
• Background in media, digital advertising, or adtech, including familiarity with audience targeting, intent data, or ABM strategies
• Strong understanding of sales methodologies, frameworks, and value selling, including hands-on experience running MEDDPICC deal reviews and embedding the framework into team culture
• Experience working with GTM personas (Marketing, Sales, RevOps) and/or in a strong SaaS sales motion
• Experience selling into Mid-Market and larger software and technology companies
• Demonstrated ability to build AI-augmented account management workflows that measurably improved team output or retention

Responsibilities

• Lead a team of Account Managers tasked with renewing and upselling their book of business
• Ensure team and individual quotas are exceeded through rigorous pipeline inspection, proactive coaching, and data-driven prioritization
• Partner with New Business and Customer Success Leadership for the Mid-Market segment to create a holistic strategy for your client base’s success in adopting G2 and expanding their relationship
• Hire, inspire, and coach new and existing team members in developing their enterprise sales skillset, with a strong emphasis on consultative, value-based selling for digital advertising products
• Champion the adoption of AI-powered tools across the team to drive efficiency and consistency at scale
• Work closely with cross-functional partners in Revenue Operations, Product, Marketing, Employee Success, and Customer Success
• Conduct consistent inspection of pipeline trends to identify areas of improvement, coaching opportunities, and at-risk accounts
• Have strong MEDDPICC accountability
• Report and deliver accurate forecasts to the Revenue Leadership Team

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: No Education Listed