SMB Account Management Team Lead

Railsware

LEAD ACCOUNT MANAGER Railsware is looking for a Lead Account Manager to join one of our products, Coupler.io, a no-code data integration platform and AI analytics. In this role, you'll lead and grow our Account Management function while staying hands-on with customers and key deals. You'll coach the team, improve sales processes, collaborate across departments, and help drive the next stage of Coupler.io's growth. If you have experience leading B2B SaaS sales teams, enjoy building scalable processes, and want to make a real impact in a fast-moving product company, we'd love to hear from you. What You'll Do Lead & Develop the Team * Lead, mentor, and support a growing team of Account Managers through regular 1:1s, pipeline reviews, and coaching * Set, track, and improve team KPIs and performance * Coach the team on deal strategy, customer communication, and account management best practices Optimize Sales Operations * Own pipeline health, forecast accuracy, and CRM quality using Pipedrive and dashboards * Improve sales processes, identify bottlenecks, and implement scalable solutions * Ensure consistent follow-up and high operational standards across the team Drive Cross-Functional Collaboration * Partner closely with Marketing, Solutions, Support, and Product teams to ensure a seamless customer journey * Share insights on lead quality, customer feedback, and process improvements * Act as the main bridge between cross-teams Stay Close to Customers * Lead product demos, qualify opportunities, and manage strategic customer accounts * Support the team on complex deals and help drive cross-sell and upsell opportunities * Stay hands-on with customers to understand market needs and continuously improve the sales approach What we’re looking for * Senior-level experience in B2B SaaS sales or account management * 1–2+ years of experience leading, mentoring, or coaching a Sales or Account Management team * Proven success managing SMB and enterprise customers, ideally in the MarTech, SaaS, or agency space * Strong experience building and improving sales processes, managing pipelines, and working with CRM systems * Data-driven mindset with experience using BI and analytics tools (Power BI, Looker Studio, Google Sheets, or similar) to make informed decisions * Comfortable using AI tools to improve productivity and customer interactions * Excellent communication, presentation, negotiation, and stakeholder management skills * Experience collaborating across Sales, Marketing, Product, Support, and Solutions teams * Fluent English  Would be a plus * Experience with data integration, ETL, or analytics platforms such as Coupler.io or similar products

Legora

ABOUT US Legora is redefining how legal work gets done. Not built for lawyers, built with them. We work alongside the world’s best legal teams, who expect excellence, precision, and speed, and we hold ourselves to the same bar. Our AI-native workspace lets legal professionals move faster, think more clearly, and operate with sharper precision. By analysing thousands of documents in minutes and powering end-to-end workflows, we cut through complexity, teams can focus on what matters: judgment, strategy, and outcomes. 1,000+ customers across 50+ countries trust us, including Cleary Gottlieb, Goodwin, Linklaters, White & Case, Dentons, and Barclays. We’ve scaled to $100M+ in ARR, with teams across Europe, North America and APAC, and continue to expand through acquisitions including Qura, Walter AI and Graceview. We partner with world-class performers: including Aaron Judge and the New York Yankees, Ludvig Åberg (and his caddie), and campaigns featuring Jude Law. Joining Legora means three things. * We lean in: ownership over titles, outcomes over intentions. * We fight for excellence: high standards, direct, ego-free feedback. * We grow together: as a team and with our customers. Mission before ego. Everyone contributes. No one coasts. If you’re driven by impact, pace, and raising the bar. This is the place. THE ROLE As the Manager, SMB Account Executives, you will lead, coach, and scale a high-performing team of approximately 5 SMB Account Executives. You will be responsible for driving the execution of our small-business sales strategy, ensuring your team meets and exceeds their revenue targets. This is a role where you will not only manage pipeline and forecast accuracy but also actively mentor reps through complex deal cycles, refine their pitching mechanics, and foster a culture of continuous improvement. WHAT YOU’LL DO * Team Leadership & Coaching: Manage and mentor a team of ~5 SMB AEs. Conduct weekly 1:1s, live call coaching, and pipeline reviews to elevate the team’s sales acumen and execution. * Revenue Delivery: Own the aggregate quota for the SMB segment. Ensure the team maintains a healthy, predictable pipeline and accurately forecasts monthly and quarterly revenue. * Sales Execution: Actively jump into deals to support your reps. Help navigate objections, multi-stakeholder evaluations, and closing negotiations. * Process Optimization: Partner with Sales Operations and Marketing to refine inbound lead routing, outbound prospecting strategies, and internal sales playbooks. * Talent Development: Recruit, onboard, and retain top-tier sales talent. Build a clear path for AEs to grow within the revenue organization. * Key Results & Metrics Success in this role will be measured by performance against key metrics, including: * Team Quota Attainment: Percentage of the team meeting or exceeding their individual quarterly revenue targets. * Pipeline Velocity & Conversion: Improvement in the team's win rates and average sales cycle length. * Forecast Accuracy: The variance between your committed forecast and actual revenue closed at the end of the quarter. * Team Retention & Ramp Time: Successfully onboarding new hires to productivity quickly and maintaining low regrettable attrition. WHAT YOU BRING * Experience: 4+ years of B2B SaaS sales experience, with at least 2+ years of direct management or team lead experience overseeing SMB or Mid-Market Account Executives. * Proven Track Record: A history of consistently meeting or exceeding team quota targets and driving predictable revenue growth. * Coaching Mindset: Deep passion for people development. You know how to diagnose skill gaps in a sales cycle and coach reps on discovery, multi-stakeholder alignment, and urgency building. * Data-Driven: Proficient in CRM hygiene (Salesforce/HubSpot) and using data to identify bottlenecks in the sales funnel. * Adaptability: Thrives in a fast-paced, evolving environment. You are comfortable building playbooks, not just executing existing ones. WHAT’S IN IT FOR YOU * Global collaboration: Partner with teams and clients across Europe, APAC, and North America. * Competitive package: Comprehensive salary, benefits, and tools for success. * Meaningful work: Your efforts shape how thousands of lawyers use AI daily. * In-person environment: Downtown Denver office designed for ambitious builders and company provided lunch daily. * Benefits & Perks: We invest in our people with a comprehensive, thoughtfully designed benefits package: Medical, Dental & Vision * Multiple medical plan options through Aetna and Kaiser Permanente * HSA or Healthcare FSA (based on plan selection) * Dental plans via MetLife * Vision plans via Vision Care Family Support * Generous parental leave * Free access to Maven Clinic * Dependent Care FSA * Free One Medical membership for employees and dependents Additional Perks * Pre-tax commuter benefits * Life Insurance + STD/LTD * 401(K) with generous company match * Unlimited PTO * Robust voluntary benefits, including identity protection (via Aura), legal coverage via MetLife, pet savings programs, and more Legora is an Equal Opportunity Employer At Legora, we believe great teams are built on diversity of thought and experience. We’re proud to be an equal opportunity employer and committed to creating an inclusive, high-performance culture where everyone can do their best work. We welcome people of all backgrounds and don’t discriminate based on race, color, religion, national origin, gender, gender identity or expression, sexual orientation, age, disability, veteran status, or any other characteristic protected by law.

Wolt

ABOUT WOLT At Wolt, we create technology that brings joy, simplicity and earnings to the neighborhoods of the world. In 2014 we started with delivery of restaurant food. Now we’re building the delivery of (almost) everything and you’ll find us in over 500 cities in 30 countries around the world. In 2022 we joined forces with DoorDash and together we keep on dreaming big and expanding across the globe. Working at Wolt isn’t always easy, but it’s definitely exciting. Here you’ll learn more, build more, and ship more than in most other companies. You’ll be challenged a lot, but also have a lot of fun on the way. So, if you’re a self-starter with drive and entrepreneurial spirit, this could be the ride of your life. As an Account Management Lead, you will lead and develop the account management team while owning overall country restaurant performance and key business metrics. You will be responsible for driving growth, strengthening relationships with our most important restaurant partners, and ensuring your team consistently delivers measurable commercial impact. This role combines leadership, strategic execution, and operational excellence. WHAT YOU’LL BE DOING DAY-TO-DAY IN THIS ROLE YOU’LL: * Lead, coach, and develop a team of Key Account Managers, ensuring high performance and strong ownership of targets * Take full responsibility for country-level restaurant performance, including key metrics such as growth, retention, and partner success * Drive revenue and business growth by supporting your team in closing and negotiating strategic partnerships with key restaurant partners * Guide your team in building strong, long-term relationships with restaurant partners to identify opportunities for account expansion * Monitor and improve the performance of existing venues through data analysis, regular reviews, and quality checks * Collaborate closely with the marketing team to plan and execute impactful restaurant partner campaigns * Continuously analyze the local market and identify growth opportunities and risks * Track competitor activities and translate insights into actionable strategies * Establish and optimize account management processes and best practices OUR HUMBLE EXPECTATIONS * Solid experience in a key account management or similar commercial role  * Proven people leadership experience in a senior country-level commercial role, ideally leading or overseeing a restaurant/commercial team across the market. You set goals, coach performance, and hold the team accountable for results. * Strong negotiator who can guide complex deals and elevate deal quality across the team. * Analytical and structured. Comfortable using dashboards and spreadsheets to steer priorities and decisions. * Excellent relationship builder who collaborates across Marketing, Operations and Support to deliver outcomes. * Fluent English, Azerbaijani nice to have  WHAT WE OFFER * A fast-paced, international environment with a strong, supportive team spirit. * The chance to make a real impact from day one → your work directly supports our merchant partners and Wolt’s growth. * A role with plenty of ownership and autonomy → we trust our people to get things done. * A hands-on, scale-up environment that combines startup energy with solid company foundations. WHY YOU’LL LOVE IT * 🚀Global and growing fast: Be part of a fast-moving scaleup * 🤩Ride of a lifetime: Accelerate your career and build your sales skills  * 💪Instant impact: Take ownership and make a difference * 💙Big hearts and small egos: Surround yourself with smart, friendly people NEXT STEPS If you are excited about working in a high-growth environment, taking ownership, and being part of an extremely ambitious team, then click below to apply, make sure to add your CV and get the conversation going!  We will be reviewing applications on an on-going basis. If this sounds like an opportunity you want to pursue, apply today!  💙 OUR COMMITMENT TO DIVERSITY AND INCLUSION We’re committed to growing and empowering a more inclusive community within our company, industry, and cities. That’s why we hire and cultivate diverse teams of people from all backgrounds, experiences, and perspectives. We believe that true innovation happens when everyone has room at the table and the tools, resources, and opportunity to excel.