Senior Manager - Account Development

About the Role

The Account Development team at Mercury exists to deepen usage across a growing customer base, and it's already working. As the team scales, the Senior Manager will play a critical role in shaping the strategy and go-to-market playbook, defining how the team identifies, prioritizes, and engages high-propensity accounts. This is a high-visibility role that will require collaboration with cross-functional teams, including Product, Marketing, Data, and Revenue Operations.

Mercury is in a phase of rapid expansion, and this role is a key part of that growth. The company has laid the foundation, and now it's time to build on that success. The Senior Manager - Account Development will be responsible for driving consistent attainment of expansion goals, tracking pipeline health, conversion rates, and leading indicators, and turning those insights into practical coaching plans.

What You Will Do

• Lead and develop a team of Account Development Managers through structured 1:1s, call reviews, and account strategy sessions that drive real behavior change
• Set clear standards for what great looks like across prioritization, customer engagement, expansion strategy, and follow-through, and hold the team to them
• Hire and ramp new ADMs with clear expectations from day one
• Own the team's performance against expansion and adoption metrics
• Contribute to the continued evolution of how the function operates
• Serve as a critical feedback loop from customers back into Mercury's product and roadmap
• Define how the team identifies, prioritizes, and engages high-propensity accounts using product-usage data, lifecycle triggers, and predictive scoring
• Continuously refine the balance between scalable one-to-many campaigns and high-touch engagements for top-value opportunities
• Lead cross-functionally, serving as the primary Account Development voice with Product, Marketing, Data, and Revenue Operations
• Synthesize customer feedback into actionable insights that influence roadmap and strategy
• Partner with Account Management Leadership to improve workflows and tooling as the team scales

What We Are Looking For

• 5+ years of experience in sales or account development, with a proven track record of leading teams and driving expansion
• Strong coaching and leadership skills, with the ability to drive results in a high-velocity environment
• Experience with Salesforce and other sales tools
• Strong understanding of sales strategy and tactics
• Ability to analyze data and make informed decisions
• Excellent communication and interpersonal skills
• Strong organizational and time management skills
• Ability to work in a fast-paced environment and adapt to changing priorities
• Bachelor's degree in a related field

Nice to Have

• Experience with predictive scoring and data analytics
• Knowledge of marketing automation tools
• Certification in sales or account development
• Experience working in a remote or distributed team environment

Benefits and Perks

• Competitive salary and benefits package
• Opportunity to work with a fast-growing and innovative company
• Remote work options and flexible scheduling
• Professional development opportunities and training
• Access to the latest sales and marketing tools and technologies
• Collaborative and dynamic work environment
• Recognition and reward for outstanding performance
• Health, dental, and vision insurance
• 401(k) matching and retirement savings plan
• Generous paid time off and holidays

• Make sure you have a strong understanding of Salesforce and other sales tools, as well as experience with data analysis and sales strategy.
• Highlight your coaching and leadership skills, and be prepared to give examples of how you've driven results in a high-velocity environment.
• Show that you're a strong communicator and team player, with excellent interpersonal skills and the ability to work in a fast-paced environment.
• Be prepared to talk about your experience with predictive scoring and data analytics, and how you've used these tools to drive sales growth.
• Don't be afraid to ask questions about the company culture and team dynamics, and be sure to research the company and the role thoroughly before applying.
• Be ready to provide specific examples of your experience and skills, and be prepared to back up your claims with data and metrics.
• Show enthusiasm and passion for the role and the company, and be sure to follow up after the interview to thank the team and reiterate your interest in the position.