Manager of Technical Account Management, Highspot
$146-220k
More information about location
AI-powered go-to-market platform
Be an early applicant
AI-powered go-to-market platform
1001+ employees
Be an early applicant
$146-220k
More information about location
1001+ employees
Company mission
To enable the impossible for GTM teams everywhere.
Role
Who you are
- 4+ years of managing high-performing technical or customer-facing teams in a SaaS environment
- 8+ years of experience in technical account management, solutions engineering, customer success engineering, or a similar client-facing technical role
- 4+ years working with complex enterprise customers, including Fortune 2000 accounts
- Proven track record of hiring, developing, and retaining strong technical talent
- Experience guiding teams through enterprise change management and digital transformation initiatives – you understand what it takes to drive adoption across large, complex organizations
- Familiarity with customer health metrics, adoption frameworks, and value realization methodologies (e.g., health scoring, maturity models, outcome-based success planning)
- Comfort with platform analytics and the ability to coach your team on turning usage data into meaningful business narratives
- Working knowledge of AI-driven product features and the ability to guide your team on practical AI adoption with customers
- Strong understanding of CRM platforms, SSO technologies (SAML, OIDC, SCIM), REST APIs, MCPs, and email deliverability
- Clear, confident communicator who can articulate a vision internally and externally, and who builds trust with both technical teams and executive stakeholders
- Proven ability to define and optimize processes, navigate ambiguity, and drive accountability
- Strong cross-functional instincts. You make decisions that take broader perspectives into account
- Did you read the requirements as a checklist and not tick every box? Don't rule yourself out!
What the job involves
- This is a high-impact, high-visibility leadership role in the Customer Success and Services organization
- You will lead a team of Technical Account Managers who serve as the primary product expert for our mid-to-upper-market customers - guiding them through complex integrations, driving platform adoption, and acting as trusted technical advisors throughout their journey with Highspot
- You’ll partner closely with leaders across Customer Success, Paid Services, Sales, and Product & Engineering to define and execute the technical customer strategy
- You’ll also play a hands-on role in coaching your team, scaling processes, and ensuring customers realize the full value of our platform - including our growing suite of AI-powered capabilities
- Lead and develop a team of Technical Account Managers. Coach your team on technical depth, customer communication, and strategic account planning. Set and uphold high performance standards while building a culture where people do their best work
- Drive technical customer outcomes. Ensure your team delivers proactive technical guidance and best-practice recommendations that help customers adopt and get value from the Highspot platform - including AI-powered features like intelligent content recommendations, MCP based workflows, and automation capabilities
- Own the data story. Guide your team to leverage platform analytics (usage trends, adoption metrics, health scores)- and translate those insights into clear business outcomes and ROI narratives for customers and internal stakeholders
- Scale the organization. Partner with your management team to design and implement organizational, process, and operational improvements as the TAM function grows. Define playbooks, escalation frameworks, and engagement models that drive consistency and efficiency
- Synthesize customer insight. Aggregate technical themes and product feedback from across your team’s portfolio to inform product roadmap decisions, feature refinement, and process improvements. Act as a credible voice of the customer with Product & Engineering
- Partner across functions. Work as an effective ally to Customer Success, Sales, Support, and Product teams. Navigate differing priorities with a balanced, reasoned approach and make decisions that account for broader business context
- Cultivate deep product and technical expertise. Maintain strong knowledge of the Highspot platform, its integrations, and the technical environments our customers operate in. Stay current on AI adoption patterns and modern SaaS architectures to guide your team effectively
Our take
Highspot is an AI-driven sales enablement platform that enhances sales team performance globally. It offers intelligent content management, training, contextual guidance, and customer engagement in a unified platform. This integration, supported by actionable analytics, helps companies turn strategic plans into effective sales.
Highspot's annual recurring revenue has grown over tenfold in recent years, highlighting the importance of sales enablement in improving sales team performance. The company's innovation and customer satisfaction have led to record new customer acquisitions and revenue growth, with clients like Hootsuite, Twitter, Siemens and Nestle.
The company has continued to expand and develop over the years, entering into the Canadian market and launching several innovations in sales enablement technology. Its latest release is its agentic AI to help sales teams more precisely target prospects and win more deals
Steph
Company Specialist at Welcome to the Jungle
Insights
-9% employee growth in 12 months
Company
Funding (last 2 of 8 rounds)
Jan 2022
$248m
SERIES F
Feb 2021
$200m
SERIES E
Total funding: $644.9m
Company benefits
- Generous PTO
- Free, Immersive Learning Courses
- Flexible Transportation Options
- Equity For Everyone
- Medical, dental, and vision benefits
- Flexible work and holiday schedules
- Work from home opportunities
- Modern Health and Wellness Program
- 401K Retirement Plan
Company HQ
Seattle Waterfront, Seattle, WA
Leadership
Robert Wahbe
(CEO & Co-founder)Former Corporate Vice President of the Server and Tools Division at Microsoft
Oliver Sharp
(Chief Solution Architect & Co-founder)Former General Manager of Strategy, Server and Tools Division at Microsoft
David Wortendyke
(CTO & Co-founder)Former Partner Architect at Windows Azure for over 20 years
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