[Hiring] Account Management Lead @Pearl

Role Description

We're seeking an Account Management Lead to build and lead Pearl's Enterprise Account Management function from the ground up. You're a sales leader first and organizational builder — focused on accelerating Live ARR across your portfolio and your team's accounts — while creating a scalable function that becomes the backbone of enterprise customer success at Pearl. You'll bring a proven playbook and vision for how to scale account management across our growing DSO customer base. You'll own the commercial relationship for 3–5 strategic dental practice groups (75–499+ locations) while establishing best practices, building systems and processes, and developing a team of 3–5 Account Managers that oversees both mid-market (20–74 locations) and enterprise (75+ locations).

Key Responsibilities

• Team Leadership
  • Build the Account Management function from the ground up — define role clarity, hiring profiles, compensation philosophy, and team structure.
  • Establish account management processes, playbooks, methodologies, and templates that scale across the team; define how we approach QBRs, account planning, expansion strategy, and customer engagement.
  • Hire, onboard, and develop a high-performing team of 3–5 Account Managers; set expectations, manage performance, and coach toward excellence.
  • Create and own team KPIs (revenue, retention, expansion, forecast accuracy, pipeline discipline); establish accountability standards and report up through the Go To Market Organization.
• Commercial Ownership & Revenue Growth
  • Own accounts from the point of a net-new customer's full estate commitment or an existing customer's expansion, and take responsibility for identifying growth opportunities, account health, and product adoption.
  • Own 3–5 assigned Enterprise accounts as primary contact for customer leadership; own individual expansion ARR and retention targets.
  • Own the team's collective revenue performance and forecast; support Account Managers with complex closures and escalations.
  • Drive POC conversion, quantify expansion opportunities, manage renewals, and maintain accurate pipeline and 12-month account plans.
  • Proactively identify at-risk relationships and develop retention strategies.
• Customer Engagement & Execution
  • Lead QBRs/EBRs for assigned accounts; prepare metrics-driven reviews demonstrating ROI and readiness for expansion.
  • Build account growth plans with clear milestones, success metrics, and risk identification.
  • Guide team through QBR preparation and execution; facilitate strategic planning sessions with key accounts.
  • Manage implementation timelines and success plans; coordinate with Onboarding, Product, and Analytics on customer priorities.
• Function & Cross-Functional Leadership
  • Design and implement Account Management function strategy, operating model, and tooling — bring your proven approach and recommend improvements to CRM, forecasting, pipeline discipline, and customer communication cadence.
  • Partner with Enterprise Sales, Solutions Consulting, and Operations to align on account strategy, go-to-market approach, and team structure.
  • Define how Account Management operates with Product, Engineering, Onboarding, and Analytics; establish escalation protocols and cross-functional workflows that scale.
  • Lead forecasting, pipeline reviews, quarterly business planning, and executive reporting; set the standard for team CRM discipline and customer file accuracy.

Qualifications

• 7+ years in enterprise account management, sales, or revenue growth, including 3+ years building or scaling a SaaS Account Management function — or establishing the playbook for one in a high-growth environment.
• Proven track record of expanding existing accounts and driving revenue growth at scale, including POC conversions and complex sales-cycle closures, within large, multi-location customer relationships.
• Demonstrated ability to build and articulate a repeatable account management playbook, backed by strong SaaS metrics/ROI modeling acumen and stakeholder management across C-suite and cross-functional teams.
• Track record of mentoring and developing sales professionals as a self-directed leader who manages multiple accounts, direct reports, and competing priorities with strong organizational discipline and follow-through.
• Demonstrated AI curiosity and a builder's mindset — quick to adopt AI/LLM tools and automation to eliminate manual workflows and create scalable systems, rather than waiting for the perfect process to be handed to you.
• Healthcare or SaaS experience preferred; willingness to travel up to 40%.

Nice to Have

• Experience building Account Management functions or departments at 0→1 or high-growth companies.
• Multi-location or DSO operations background.
• Healthcare technology or dental software experience.
• Consultative selling and HubSpot CRM experience.
• Startup or high-growth company experience.
• Remote or geographically dispersed team management experience.

Benefits

• Competitive compensation and benefits.
• Professional development and training opportunities.
• Flexible, uncapped PTO.
• Stock options.
• Remote work environment.