Manager, Commercial Account Management
San Francisco, CA • FullTime
Posted 1mo ago
About the job
LangChain is seeking a Manager to lead and scale its Commercial Account Management team. This role is a player-coach position, responsible for the team's overall performance, coaching individual account managers, and setting strategy for renewals and expansion. The ideal candidate will drive portfolio-level retention and net revenue retention, while also being able to step into critical customer relationships and deals. This position offers the opportunity to shape how AI technology impacts the real world within a rapidly growing company.
Responsibilities
- Hire, coach, and develop a team of commercial account managers, setting goals and providing feedback.
- Own the team's rolling forecast and meet quarterly/annual retention and expansion targets.
- Build and refine playbooks, processes, and tools for customer lifecycle management.
- Review portfolio health to identify churn risk and prioritize interventions.
- Engage directly in complex renewals and expansion conversations, including negotiation and deal structuring.
- Develop scaled account management practices to enhance team leverage and customer relationships.
- Partner with Deployed Engineers, RevOps, and Product on post-sale strategy and customer feedback.
- Set and track key team metrics (retention, NRR, forecast accuracy, pipeline coverage) and report to leadership.
- Support teams through quoting, procurement, and contract processes, and resolve escalations.
Requirements
- 6+ years of experience in a quota-carrying, customer-facing role (Account Management, Customer Success, Renewals Management), preferably in B2B SaaS.
- 2+ years of experience managing or leading a team of account managers or similar quota-carrying reps.
- Proven track record of hitting team-level retention and expansion targets.
- Strong coaching abilities to help reps improve negotiation and renewal skills.
- Strong commercial acumen with experience in complex renewal and expansion cycles.
- Strong technical aptitude and ability to articulate value of complex technical products; familiarity with AI/LLM stack is a plus.
- Exceptional communication skills for cross-functional leadership and customer executive interactions.
- Proficiency with CRM software (e.g., Salesforce) for forecasting and pipeline oversight.
- Comfort operating with autonomy and ambiguity in a fast-paced, high-growth environment.
Benefits
- Competitive compensation including base salary, variable compensation, and meaningful equity.
- Medical, dental, and vision coverage.
- Flexible vacation.
- 401(k) plan.
- Meals on in-office days in the US.