Manager, Account Manager
Tobiko - A Fivetran Company, Oakland, CA, United States
Manager Of Account Management
From Fivetran's founding until now, our mission has remained the same: to make access to data as simple and reliable as electricity. With Fivetran, customer data arrives in their warehouses, canonical and ready to query, with no engineering or maintenance required. We're proud that more organizations continue to leverage our technology every day to become truly data-driven. About The Role
The Manager of Account Management leads a team responsible for owning and growing revenue across an existing customer base. This role is accountable for net revenue retention, including upsell, cross-sell, renewals, and accurate forecasting, while ensuring customers expand their usage in line with business value. This leader ensures the team executes a scalable, data-driven commercial motion, balancing strong customer relationships with disciplined pipeline management, forecasting rigor, and predictable revenue outcomes. This is a full-time, hybrid position based out of our Oakland, CA, or Denver, CO offices. Our hybrid work model offers a blend of remote flexibility and in-person collaboration, including two days in the office each week to connect and build as a team. Technologies You'll Use
Catalyst, Outreach, Salesforce, Slack, Looker, Sigma What You'll Do
Lead, coach, and develop a team of Account Managers responsible for renewals, expansions, and revenue growth. Own team performance against revenue targets, including consumption growth, upsell, cross-sell, and renewal outcomes. Establish and enforce forecasting discipline, ensuring accuracy across pipeline, renewals, and expansion revenue. Drive consistent account planning and expansion strategies aligned to customer usage patterns and value realization. Partner cross-functionally with Customer Success, Marketing, RevEx, Deal Desk, and Product to ensure seamless execution across the customer lifecycle. Inspect pipeline health, deal quality, and renewal readiness; proactively address risk and slippage. Optimize processes, tools, and operating cadence to support efficiency in a high-volume, high-growth environment. Skills We're Looking For
5+ years of experience in SaaS account management, sales, or revenue leadership, with prior people management experience preferred. Proven success owning revenue in a consumption or usage-based pricing model. Strong command of forecasting methodologies, pipeline inspection, and revenue analytics. Demonstrated ability to coach teams on commercial strategy, negotiation, and value-based selling. Excellent cross-functional collaboration and executive communication skills. Comfortable operating in fast-paced, ambiguous environments with evolving processes. The compensation range displayed on this job posting reflects the minimum and maximum target for new hire compensation for the target position and level, and may include sales incentives or target bonuses depending on the role. Our compensation ranges are determined by role, level, and location. Our job titles may span more than one career level. Within the range, individual compensation is determined by additional factors, including job-related skills, experience, relevant education or training, business need, market demands. The compensation range is subject to change and may be modified in the future. Your recruiter can share more about the specific compensation range for your location during the hiring process. Oakland Pay Range: $131,786.90 $164,733.80 USD OTE (On Target Earning): $188,270.77 $235,338.71 USD Perks and Benefits: 100% employer-paid medical insurance Generous paid time-off policy (PTO), plus paid sick time, inclusive parental leave policy, holidays, and volunteer days off RSU stock grants Professional development and training opportunities Company virtual happy hours, free food, and fun team-building activities Monthly cell phone stipend Access to an innovative mental health support platform that offers personalized care and resources in areas such as: therapy, coaching, and self-guided mindfulness exercises for all covered employees and their covered dependents. Fivetran brings together high-quality talent across the globe to make data access as easy and reliable as electricity for our customers. We value and recognize that our customers benefit from having innovative teams made of people from many backgrounds, experiences, and identities. Fivetran promotes diversity, equity, inclusion & belonging through attracting, recruiting, developing, and retaining a diverse workforce, not only because it is the right thing to do, but because it helps us build a world-class company to better serve our customers, our people and our communities.
From Fivetran's founding until now, our mission has remained the same: to make access to data as simple and reliable as electricity. With Fivetran, customer data arrives in their warehouses, canonical and ready to query, with no engineering or maintenance required. We're proud that more organizations continue to leverage our technology every day to become truly data-driven. About The Role
The Manager of Account Management leads a team responsible for owning and growing revenue across an existing customer base. This role is accountable for net revenue retention, including upsell, cross-sell, renewals, and accurate forecasting, while ensuring customers expand their usage in line with business value. This leader ensures the team executes a scalable, data-driven commercial motion, balancing strong customer relationships with disciplined pipeline management, forecasting rigor, and predictable revenue outcomes. This is a full-time, hybrid position based out of our Oakland, CA, or Denver, CO offices. Our hybrid work model offers a blend of remote flexibility and in-person collaboration, including two days in the office each week to connect and build as a team. Technologies You'll Use
Catalyst, Outreach, Salesforce, Slack, Looker, Sigma What You'll Do
Lead, coach, and develop a team of Account Managers responsible for renewals, expansions, and revenue growth. Own team performance against revenue targets, including consumption growth, upsell, cross-sell, and renewal outcomes. Establish and enforce forecasting discipline, ensuring accuracy across pipeline, renewals, and expansion revenue. Drive consistent account planning and expansion strategies aligned to customer usage patterns and value realization. Partner cross-functionally with Customer Success, Marketing, RevEx, Deal Desk, and Product to ensure seamless execution across the customer lifecycle. Inspect pipeline health, deal quality, and renewal readiness; proactively address risk and slippage. Optimize processes, tools, and operating cadence to support efficiency in a high-volume, high-growth environment. Skills We're Looking For
5+ years of experience in SaaS account management, sales, or revenue leadership, with prior people management experience preferred. Proven success owning revenue in a consumption or usage-based pricing model. Strong command of forecasting methodologies, pipeline inspection, and revenue analytics. Demonstrated ability to coach teams on commercial strategy, negotiation, and value-based selling. Excellent cross-functional collaboration and executive communication skills. Comfortable operating in fast-paced, ambiguous environments with evolving processes. The compensation range displayed on this job posting reflects the minimum and maximum target for new hire compensation for the target position and level, and may include sales incentives or target bonuses depending on the role. Our compensation ranges are determined by role, level, and location. Our job titles may span more than one career level. Within the range, individual compensation is determined by additional factors, including job-related skills, experience, relevant education or training, business need, market demands. The compensation range is subject to change and may be modified in the future. Your recruiter can share more about the specific compensation range for your location during the hiring process. Oakland Pay Range: $131,786.90 $164,733.80 USD OTE (On Target Earning): $188,270.77 $235,338.71 USD Perks and Benefits: 100% employer-paid medical insurance Generous paid time-off policy (PTO), plus paid sick time, inclusive parental leave policy, holidays, and volunteer days off RSU stock grants Professional development and training opportunities Company virtual happy hours, free food, and fun team-building activities Monthly cell phone stipend Access to an innovative mental health support platform that offers personalized care and resources in areas such as: therapy, coaching, and self-guided mindfulness exercises for all covered employees and their covered dependents. Fivetran brings together high-quality talent across the globe to make data access as easy and reliable as electricity for our customers. We value and recognize that our customers benefit from having innovative teams made of people from many backgrounds, experiences, and identities. Fivetran promotes diversity, equity, inclusion & belonging through attracting, recruiting, developing, and retaining a diverse workforce, not only because it is the right thing to do, but because it helps us build a world-class company to better serve our customers, our people and our communities.