Account Manager, Mid-market and Enterprise

About the role

This is a senior, strategic, relationship-owning role. You’ll be the main point of contact for a select portfolio of Mesh’s largest and most complex Mid-market and enterprise customers. You’ll be responsible for their satisfaction, retention, and growth, and for anticipating risk, renewal, and expansion opportunities well ahead of time. Mid-market and Enterprise accounts often span multiple entities, regions, and products, so you’ll operate as a trusted advisor to executive stakeholders. You’ll also coordinate a cross-functional team around each account to deliver long-term value.

What you’ll do

Own the relationship for a portfolio of 50 strategic Mid-market and enterprise accounts, acting as their main point of contact and keeping a clear, current picture of account health across every entity and region
Build and maintain executive-level relationships with CFOs, Controllers, VPs of Finance, and Procurement, establishing executive sponsorship on both sides and multi-threading across business units
Develop and execute strategic account plans for each customer, with clear growth targets, risk mitigation, and success milestones
Drive growth in spend across your book: retention, deeper adoption across entities and departments, and expansion into new products and regions
Lead renewals and commercial negotiations end to end, working through procurement, legal, and security review processes
Lead executive business reviews with senior stakeholders and C- Level to align on strategic priorities, demonstrate ROI, and shape the joint roadmap
Mitigate and mirror customer needs to Mesh’s cross-department teams to drive product adoption and satisfaction.
Act as the voice of our customers internally, feeding insight to Product, Support, and Marketing and influencing the roadmap for large-account needs
Forecast renewals and expansion accurately and keep CRM data current

What we’re looking for

6+ years of experience in SaaS sales, account management, or Customer Success, with direct ownership of revenue targets and a proven track record of consistently meeting or exceeding them through account growth, upselling, cross-selling, and new business opportunities within existing accounts.
2+ years of managing mid-market and enterprise accounts.
Proven success owning a large portfolio of enterprise or upper mid-market customers, balancing growth and retention across many accounts at once
Proven ability to build relationships with C-level and senior finance executives, and to discuss spend, process, controls, and ROI credibly
Experience managing complex, multi-stakeholder accounts across multiple entities, regions, or business units
Demonstrated track record of conducting executive business reviews that deliver measurable outcomes, including account expansion, renewal commitments, and defined action plans.
Experience negotiating renewals and expansions through formal procurement and legal processes
Hands-on experience with CRM tools (Salesforce or similar) is required
Hands-on experience working with AI tools (Claude, Gemini) is required
Comfortable managing accounts that span multiple products, and able to navigate that added complexity with the customer
Strong cross-functional leader who can rally Sales, Product, Implementation, and Support around customer goals