Manager, Mid-Market Account Management

About G2 - The Company

G2 is the world's largest and most trusted software marketplace. When you join G2, you’re joining the industry’s leading team that helps businesses reach their peak potential by powering decisions and strategies with trusted insights from real software users.

Now, we have joined forces with Capterra, SoftwareAdvice, and GetApp to create the largest source of online data and software insights to fuel intelligent buying in the age of AI. With 200M+ combined annual visitors and 6M verified reviews, we are now the centralized place to enable software buyers to make better and faster decisions with confidence.

And we are just getting started! We are setting out to transform the global B2B software industry and become the most trusted data foundation for buyers and sellers of software for the age of AI.

Does that sound exciting to you? Come join us as we try to reach our next PEAK!

About G2 - Our People

At G2, everything we are and what we do is grounded in our PEAK values— (Performance + Entrepreneurship + Authenticity + Kindness. Working at G2 means you are part of a value-driven, growing global community that climbs PEAKs together. We cheer for each other’s successes, learn from our mistakes, and support and lean on one another during challenging times. With ambition and entrepreneurial spirit we push each other to take on challenging work, which will help us all to grow and learn.

You will be part of a global, diverse team of smart, dedicated, and kind individuals - each with unique talents, aspirations, and life experiences. At the heart of our community and culture are our people-led ERGs, which celebrate and highlight the diverse identities of our global team. As an organization, we are intentional about our DEI and philanthropic work (like our G2 Gives program) because it encourages us all to be better people.

About The Role

G2 is looking for a Manager, Mid-Market Account Management to lead of team of 5-7 Mid-Market Account Managers. Not only will you be leading and coaching your reps, but this role will have an impact as we continue to grow and scale as a business. In the next year, the team is focusing on addressing churn, growing our advertising business, and helping to expand our AI footprint for our clients.

In This Role, You Will: 

• Lead a team of Account Managers tasked with renewing and upselling their book of business

• Ensure team and individual quotas are exceeded through rigorous pipeline inspection, proactive coaching, and data-driven prioritization

• Partner with New Business and Customer Success Leadership for the Mid-Market segment to create a holistic strategy for your client base’s success in adopting G2 and expanding their relationship

• Hire, inspire, and coach new and existing team members in developing their enterprise sales skillset, with a strong emphasis on consultative, value-based selling for digital advertising products

• Champion the adoption of AI-powered tools across the team to drive efficiency and consistency at scale

• Work closely with cross-functional partners in Revenue Operations, Product, Marketing, Employee Success, and Customer Success

• Conduct consistent inspection of pipeline trends to identify areas of improvement, coaching opportunities, and at-risk accounts

• Have strong MEDDPICC accountability

• Report and deliver accurate forecasts to the Revenue Leadership Team

Minimum Qualifications:

We realize applying for jobs can feel daunting at times. Even if you don’t check all the boxes in the job description, we encourage you to apply anyway. 

• 6+ years of B2B account management experience, including demonstrated success selling digital advertising, sponsored content, or media solutions

• 3+ years of experience managing a quota-carrying team

• Experience selling advertising products; familiarity with CPM/CPC models, share of voice, ROI-based ad selling, or demand generation programs is a strong plus

• Hands-on experience with AI-powered sales tools and a track record of driving team adoption to improve productivity and win rates

• Proven track record of growing revenue and developing careers

• Strong leadership and communication skills

• Ability to manage pipeline and provide accurate forecasting

• Deep familiarity with MEDDPICC and the ability to coach reps to apply it consistently across their book of business

What Can Help Your Application Stand Out:

• Strong SaaS experience in the martech or salestech space, particularly with platforms that include advertising or review-based products

• Background in media, digital advertising, or adtech, including familiarity with audience targeting, intent data, or ABM strategies

• Strong understanding of sales methodologies, frameworks, and value selling, including hands-on experience running MEDDPICC deal reviews and embedding the framework into team culture

• Experience working with GTM personas (Marketing, Sales, RevOps) and/or in a strong SaaS sales motion

• Experience selling into Mid-Market and larger software and technology companies

• Demonstrated ability to build AI-augmented account management workflows that measurably improved team output or retention

About the Office

In the US, we are thrilled to already have strong sales talent based remotely in a variety of different locations. Not only do we have a great office & HQ based in Chicago, but many of the revenue leadership team are based locally. Because of this, there is always a preference for Chicago based talent. Our Chicago based Mid-market team members go into the office 1-2 days a week (Tuesday & Thursday), so this would be required for any local team members.

Our Commitment to Inclusivity and Diversity

At G2, we are committed to creating an inclusive and diverse environment where people of every background can thrive and feel welcome. We consider applicants without regard to race, color, creed, religion, national origin, genetic information, gender identity or expression, sexual orientation, pregnancy, age, or marital, veteran, or physical or mental disability status. Learn more about our commitments here. 

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