Senior Sales Manager, Account Management

At WeWork, we provide flexible workspace solutions to help businesses of all sizes thrive in more than 37 countries worldwide. The future of work is here, and we're not just a part of that movement-we're leading it. United by a desire to build a global community, our purpose is to give members the support to do their best work, and the space to take their ideas to new heights. Join us as we empower tomorrow's world at work.

The Senior Sales Manager will hold dual responsibilities as a Manager and Individual Contributor. Not only will this person manage some of our largest and most important client relationships, but in doing so they will also be responsible for setting the gold standard for high performance, while also providing support and mentorship to their relatively small team of direct reports.

In this role, you will:

Responsibilities: Manager/Coach

1. Leadership and Internal Stakeholder Engagement:

• Manage a team of 3-5 individuals

• Identify pain points and process inefficiencies to develop best practices for Account Managers

• Operationalize project initiatives in conjunction with Directors and identify opportunities for IC contribution and leadership

• Represent your team in major cross-functional initiatives, ensuring close partnerships with Sales, Community, Operations, and others in order to drive client satisfaction and retention

2. Account and Team Strategy:

• Manage the assignments of your team's book of business, dividing responsibilities fairly while creating an environment that, drives retention, maximizes NPS, and allows the team to exceed their goals

• Lead the team to collective achievement by actively managing the team's combined forecast, pipeline health, and final goal attainment

• Act as an internal escalation point for the team

• Develop talent through regular feedback, team meetings, and by creating individual growth plans

Responsibilities: Player/Individual Contributor

1. Client Portfolio Optimization:

• Own a book of WeWork's largest enterprise clients

• Build trust, rapport, and credibility with key client stakeholders in order to expand client engagement and drive long-term growth: constant communication, monthly reporting, Quarterly Business Reviews

• Act as an escalation point for account concerns

2. Drive renewals and increase overall account revenue

• Own an individual revenue goal within your assigned book of business

• Proactively manage and review client portfolios to ensure high retention rates and successfully lead all renewal negotiations

• Source net-new opportunities from existing business units which can then be acted upon by our outbound sales team

• Find alternative ways to increase revenue through partnership opportunities and other solutions-based upsell opportunities

3. Internal & External Stakeholder Engagement:

• Create a clear pathway for long-term account growth by aligning with cross-functional leaders on objectives and potential roadblocks

• Advocate internally for client needs as the account expert, always representing the point of view of the decision-makers

4. Retention and Account Health (NPS):

• Identify and create proactive recommendations for clients to improve their account experience and drive an increase in account NPS

• Loop in relevant stakeholders to project manage remediation plans and coordinate with Community and Facilities to resolve issues and increase NPS

Does the below sound like you? If so, we'd love to hear from you!

• At least 7-8 years of client-facing experience in direct B2B sales or AM

• At least 4+ years working with medium to large Enterprise customers

• At least 1-3 years' experience managing teams

• Demonstrated excellence in building strong client relationships across global accounts and multiple stakeholders, including executive-level leaders

• Space as a Service and/or Real Estate knowledge/experience a plus

• Confidently provide consultative and data-based expertise and recommendations

• Experience with Salesforce and other CRM tools, preferred

• Highly flexible and adaptable; thrives amidst change and growth

Base Pay and Incentive Compensation: $121,000 to $144,000 annual base pay, plus variable incentive pay with on target earnings of $174,000 to $206,000.

WeWork employees are eligible to participate in an incentive plan specific to their role, which sets forth the terms of the variable incentive pay and target earnings described above. Your recruiter will detail what incentive plan is applicable to this specific role. WeWork incentive plans are subject to the terms of the applicable incentive compensation plan, which will be made available to you after commencing employment. WeWork reserves the right to amend its incentive plans, and nothing in this job requisition or any other document creates a right to a specific incentive plan payment.

Benefits:Full-time employees are eligible for comprehensive benefits (subject to the terms of applicable plans/policies/agreements, which will be made available to you after commencing employment), including: 20 days of PTO, approximately 13 paid holidays, and 80 hours of paid sick time per full calendar year; 16 weeks paid parental leave; competitive healthcare benefits; 401k plan; and life and AD&D insurance.

Being a WeWorker is more than just a job. We believe the magic of work is sparked by the passion you bring, the places you go, the people you meet and the purpose you follow. And it starts here. Here you will brush shoulders with those who dare to dream and do. Here you will be welcomed by a community that embraces and inspires you-because together we can achieve more. Here we challenge ideas, and explore new ways of getting things done. Whether you are part of our Employee Community Groups, or part of a global project, we ask you to bring your open-minded attitude and collaborative spirit. In return, you will be part of a team where your unique perspectives are celebrated.

WeWork is proud to be an Equal Employment Opportunity employer. We do not discriminate based upon gender, sexual orientation, marital or civil status, pregnancy (or pregnancy-related conditions), gender identity or expression, transgender status or gender reassignment, race, color, national origin or ancestry, citizenship, religion or religious beliefs, age, physical or mental disability, genetic information (including genetic testing and characteristics), military or veteran status, or any other grounds or characteristic that is protected under the law. WeWork is also proud to be an affirmative action employer with respect to veterans and individuals with disabilities.