Manager, Commercial Accounts

HackerRank

. Lead, coach, and develop the Commercial Account Management team .

Posted 10/27/2026full-timeSanta Clara • California • United StatesMid-LevelSeniorWebsite

Core Competencies

Role fit

Core Competencies

Use this summary to align your resume positioning with the role.

Demonstrates expertise in SaaS sales, account management, and customer success, with a strong focus on retention, renewal, and expansion strategies. Proven ability to lead teams, utilize CRM data for decision-making, and foster cross-functional collaboration to enhance customer outcomes.

Highest-signal resume keywords

SaaS Sales ExperienceAccount Management MasteryCustomer Success LeadershipStrong Analytical SkillsCross-Functional Collaboration

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Customer Retention StrategiesRenewal PlanningAccount PlanningCommercial NegotiationsForecasting in SalesforceValue Realization FrameworksCustomer Adoption TechniquesB2B Sales Cycle ExpertiseAI Tools for Account ManagementSolutions Engineering Experience

Soft Skills

Coaching and MentoringClear CommunicationRelationship BuildingOrganizational SkillsAccountability Building

Tools & Technologies

SalesforceCRM Data AnalysisAI ToolsDeal Desk CollaborationForecasting Tools

Industry Keywords

SaaS EconomicsCustomer AdvocacyHigh-Touch Customer ModelsScaled Customer ModelsCommercial Account Strategy

About the role

Key responsibilities & impact

Lead, coach, and develop the Commercial Account Management team
Set performance expectations, support career growth, and build a culture of engagement, accountability, and strong customer outcomes
Own strategy and performance against commercial gross revenue retention, net revenue retention, renewal, and expansion ARR goals
Identify opportunities to reduce churn and grow the installed customer base
Equip the team with repeatable playbooks for account planning, renewals, value realization, and expansion using AI tools and approaches
Partner with account managers on complex renewals, commercial negotiations, and account recovery plans
Monitor customer health and early warning indicators
Coordinate with internal partners to address risk, develop save plans, and improve adoption and customer outcomes
Maintain accurate forecasts in Salesforce and provide visibility into renewals, ARR, churn, and expansion
Use pipeline and customer data to guide operating decisions and communicate risks and opportunities to leadership
Establish and improve account management practices, including quarterly QBRs, value realization frameworks, renewal planning, and upsell methods
Partner with Deal Desk, Finance, and Legal on renewal and expansion pricing, discount governance, contract structures, amendments, and redlines
Explain approved commercial and legal positions clearly to customers
Collaborate with Product, Engineering, Marketing, and Sales to improve the end-to-end customer experience
Translate customer and market feedback into recommendations supporting product adoption and account growth

Requirements

What you’ll need

6+ years of experience in SaaS sales, account management, customer success, or renewals
At least 2 years leading or managing a customer-facing, quota-carrying team
Track record of meeting or exceeding renewal, retention, and expansion goals
Repeatable approach to account management
Experience across high-touch and scaled customer models
Strong knowledge of SaaS economics, commercial account strategy, customer adoption, renewals, and negotiations
Ability to coach and motivate teams, set clear standards, build accountability, and represent team needs with leadership
Strong analytical skills using CRM data, forecasts, and customer signals
Excellent communication, organization, and relationship-building skills
Ability to partner across Product, Engineering, Support, Sales, Marketing, Finance, Deal Desk, and Legal
Technical background, particularly experience as a Solutions Engineer, is a plus
Strong understanding of supported products and ability to scope and deliver solutions meeting customer requirements
Mastery of account management, adoption, renewal, and customer advocacy stages of the B2B sales cycle
Ability to connect customer needs, product capabilities, and business outcomes to guide account strategy
Ability to set direction, coach account managers, communicate clearly with customers and executives, and build cross-functional partnerships
Must bring grit, curiosity, agency, collaboration, clear communication, strong organization, relationship-building, and consistent follow-through

Benefits

Comp & perks

Incentive-based pay
Annual total potential earnings range (OTE) of $200,000 to $235,000, including base salary and incentive-based compensation