Pearl Account Management Lead at Pearl building and leading the Enterprise Account Management function to accelerate ARR and scale account management. Responsible for team leadership, commercial ownership, and customer engagement.
Responsibilities
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).
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
Qualification
Healthcare or SaaS experience preferred
Required
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%
Preferred
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
