Strategic Account Manager - 15Five

Job Title: Strategic Account Manager
Job Location: US, Remote
Job Listing URL: https://jobs.lever.co/15five/dd8af103-91cc-495d-a3f9-cb7c64dd9064
Job Description: 15Five is the AI-powered performance management platform built for business impact. 15Five’s AI-powered all-in-one people management system is easy to use, delivers effortless insights, and enables managers to lead with impact so that companies and their people can thrive. Within the flow of work, HR leaders are empowered with data-driven insights and recommendations while managers are transformed into change-makers, accelerating engagement, performance, and retention. 15Five combines generative AI, custom analytics, and human-centered principles within a complete platform, including 360° performance reviews, engagement surveys, goal tracking, manager coaching and training, and ongoing feedback tools like guided 1-on-1s and check-ins.

A career at 15Five is the chance to have high impact in a fast paced, remote startup environment that operates with focus, urgency, and accountability. Every role and every hire meaningfully impacts our trajectory.

We’re a high-performance, high-purpose team that gives you the chance to Build the Future of Work. We run on High Standards and High Support — holding a high bar for results, ownership, clarity, and disciplined execution, while investing in manager enablement, skill development, and whole-person care. We are committed to a No B.S. environment, meaning we anchor ourselves in truth, course-correct in real time, and expect people to lean into direct conversations. We are focused on ensuring every 15Fiver can Work in the Future and that starts with proactively using AI across all aspects of your role to increase leverage, speed, and impact.

If you're energized by a fast pace, high standards, and high accountability for yourself and others, you'll thrive here and we encourage you to apply.

The Strategic Account Manager owns the long-term commercial success of a defined portfolio of customers representing approximately $5M+ in ARR. This role is accountable for renewal performance, expansion growth, and executive-level partnership development, ensuring customers achieve measurable business outcomes that lead to durable partnerships, consistent renewals, and expanded investment in 15Five.

Strategic Account Managers operate as both commercial owners and deep operating partners, working closely alongside Professional Services Managers, Customer Experience Managers, Support, Executive Sponsors, and cross-functional GTM teams to drive customer outcomes, renewal readiness, and expansion opportunities. By aligning customer priorities with coordinated internal execution, the SAM ensures customers realize sustained value while strengthening long-term partnership growth.
Areas of Focus
Ownership of ~$5M+ ARR portfolio performance
Renewal excellence and risk mitigation
Strategic account planning and long-term growth strategy
Expansion pipeline generation and deal execution
Executive and stakeholder engagement across accounts
Responsibilities
Renewal & Expansion Performance Ownership: Own the end-to-end renewal and expansion lifecycle across a defined strategic portfolio, ensuring consistent renewal execution and quota achievement. Develop account-level renewal readiness and expansion strategies grounded in customer outcomes, adoption milestones, and evolving business priorities. Build and maintain multi-threaded stakeholder relationships, including executive sponsors, to strengthen long-term partnership stability. Generate and progress qualified expansion pipeline through value-based selling, initiative alignment, and proactive opportunity identification. Execute coordinated team-selling motions to close complex, multi-stakeholder renewal and expansion opportunities.
Forecasting Discipline, Risk Identification & Mitigation: Maintain high-accuracy renewal and expansion forecasts, including disciplined pipeline management, opportunity strategy, and stage progression. Proactively identify renewal risks, budget changes, competitive threats, and organizational shifts, developing early mitigation and save strategies. Build and execute renewal readiness plans across the portfolio to reduce late-stage volatility and strengthen retention predictability. Leverage data and AI-powered insights to proactively identify risk, expansion opportunities, and prioritization strategies that drive predictable renewal and expansion outcomes.
Cross-Functional Execution & Customer Outcome Partnership: Partner closely with your Renewal & Expansion team members as well as key cross-functional partners such as: Customer Experience Managers, Professional Services Managers, Support, Product, and Executive Sponsors to ensure coordinated execution that drives measurable customer outcomes. Capture and surface customer feedback, market insights, and adoption trends to support informing internal strategy, product evolution, and GTM priorities. Contribute to scalable best practices that improve renewal readiness, expansion effectiveness, and customer partnership consistency across the team.
Required Experience and Competencies
Proven success owning and growing strategic accounts with significant ARR responsibility, consistently exceeding renewal and expansion targets.
Genuinely love the craft of sales! Executive presence and consultative selling capability, influencing C-suite stakeholders and driving value-based commercial decisions.
Strong commercial acumen, including negotiation strategy, deal structuring, and long-cycle opportunity management.
Exceptional forecasting discipline, pipeline rigor, and CRM hygiene, enabling predictable renewal and expansion performance.
Strong data-centric mindset, using analytics and performance signals to guide prioritization and opportunity strategy.
Adaptability in dynamic, fast-changing environments, navigating ambiguity while maintaining execution consistency.
Excited to leverage and help evolve an AI-powered GTM stack, experimenting with and validating AI-driven workflows and insights to improve renewal predictability, expansion effectiveness, and commercial execution.
Thrives in startup environments, energized by building, scaling, and shaping long-term company potential.
Sample Week in the Life
Monday: Review portfolio health, renewal readiness indicators, and expansion pipeline signals, internal account strategy sessions, recurring customer cadences and partnership reviews
Tuesday: Renewal & Expansion Team weekly meeting, recurring customer cadences and partnership reviews, pipeline generation activities and planning for upcoming customer engagements
Wednesday: Weekly enablement session, Strategic Account Management team office hours, coaching 1:1 with manager, review recent product releases
Thursday: Internal account strategy sessions, proposal development, negotiation preparation, and deal strategy execution, recurring customer cadences and partnership reviews
Friday: Renewal 1:1 with manager, Team Deal Walk, lock forecasting for the week ahead