15Five develops effective managers, highly engaged employees, and top-performing organizations.
The Role
The Strategic Account Manager is responsible for managing a portfolio worth over $5M in ARR, ensuring customer renewals and expansion through strategic planning and execution. They engage with executives to drive value and partnership growth while collaborating with cross-functional teams to enhance customer outcomes.
Summary Generated by Built In
15Five is the AI-powered performance management platform built for business impact. 15Five’s AI-powered all-in-one people management system is easy to use,
delivers effortless insights, and enables managers to lead with impact so that companies and their people can thrive. Within the flow of work, HR leaders are empowered with data-driven insights and recommendations while managers are transformed into change-makers, accelerating engagement, performance, and retention. 15Five combines generative AI, custom analytics, and human-centered principles within a complete platform, including 360° performance reviews, engagement surveys, goal tracking, manager coaching and training, and ongoing feedback tools like guided 1-on-1s and check-ins.
A career at 15Five is the chance to have high impact in a fast paced, remote startup environment that operates with focus, urgency, and accountability. Every role and every hire meaningfully impacts our trajectory.
We’re a high-performance, high-purpose team that gives you the chance to Build the Future of Work. We run on High Standards and High Support — holding a high bar for results, ownership, clarity, and disciplined execution, while investing in manager enablement, skill development, and whole-person care. We are committed to a No B.S. environment, meaning we anchor ourselves in truth, course-correct in real time, and expect people to lean into direct conversations. We are focused on ensuring every 15Fiver can Work in the Future and that starts with proactively using AI across all aspects of your role to increase leverage, speed, and impact.
If you're energized by a fast pace, high standards, and high accountability for yourself and others, you'll thrive here and we encourage you to apply.
The Strategic Account Manager owns the long-term commercial success of a defined portfolio of customers representing approximately $5M+ in ARR. This role is accountable for renewal performance, expansion growth, and executive-level partnership development, ensuring customers achieve measurable business outcomes that lead to durable partnerships, consistent renewals, and expanded investment in 15Five.
Strategic Account Managers operate as both commercial owners and deep operating partners, working closely alongside Professional Services Managers, Customer Experience Managers, Support, Executive Sponsors, and cross-functional GTM teams to drive customer outcomes, renewal readiness, and expansion opportunities. By aligning customer priorities with coordinated internal execution, the SAM ensures customers realize sustained value while strengthening long-term partnership growth.
Areas of Focus
- Ownership of ~$5M+ ARR portfolio performance
- Renewal excellence and risk mitigation
- Strategic account planning and long-term growth strategy
- Expansion pipeline generation and deal execution
- Executive and stakeholder engagement across accounts
Responsibilities
- Renewal & Expansion Performance Ownership: Own the end-to-end renewal and expansion lifecycle across a defined strategic portfolio, ensuring consistent renewal execution and quota achievement. Develop account-level renewal readiness and expansion strategies grounded in customer outcomes, adoption milestones, and evolving business priorities. Build and maintain multi-threaded stakeholder relationships, including executive sponsors, to strengthen long-term partnership stability. Generate and progress qualified expansion pipeline through value-based selling, initiative alignment, and proactive opportunity identification. Execute coordinated team-selling motions to close complex, multi-stakeholder renewal and expansion opportunities.
- Forecasting Discipline, Risk Identification & Mitigation: Maintain high-accuracy renewal and expansion forecasts, including disciplined pipeline management, opportunity strategy, and stage progression. Proactively identify renewal risks, budget changes, competitive threats, and organizational shifts, developing early mitigation and save strategies. Build and execute renewal readiness plans across the portfolio to reduce late-stage volatility and strengthen retention predictability. Leverage data and AI-powered insights to proactively identify risk, expansion opportunities, and prioritization strategies that drive predictable renewal and expansion outcomes.
- Cross-Functional Execution & Customer Outcome Partnership: Partner closely with your Renewal & Expansion team members as well as key cross-functional partners such as: Customer Experience Managers, Professional Services Managers, Support, Product, and Executive Sponsors to ensure coordinated execution that drives measurable customer outcomes. Capture and surface customer feedback, market insights, and adoption trends to support informing internal strategy, product evolution, and GTM priorities. Contribute to scalable best practices that improve renewal readiness, expansion effectiveness, and customer partnership consistency across the team.
Required Experience and Competencies
- Proven success owning and growing strategic accounts with significant ARR responsibility, consistently exceeding renewal and expansion targets.
- Genuinely love the craft of sales! Executive presence and consultative selling capability, influencing C-suite stakeholders and driving value-based commercial decisions.
- Strong commercial acumen, including negotiation strategy, deal structuring, and long-cycle opportunity management.
- Exceptional forecasting discipline, pipeline rigor, and CRM hygiene, enabling predictable renewal and expansion performance.
- Strong data-centric mindset, using analytics and performance signals to guide prioritization and opportunity strategy.
- Adaptability in dynamic, fast-changing environments, navigating ambiguity while maintaining execution consistency.
- Excited to leverage and help evolve an AI-powered GTM stack, experimenting with and validating AI-driven workflows and insights to improve renewal predictability, expansion effectiveness, and commercial execution.
- Thrives in startup environments, energized by building, scaling, and shaping long-term company potential.
Sample Week in the Life
- Monday: Review portfolio health, renewal readiness indicators, and expansion pipeline signals, internal account strategy sessions, recurring customer cadences and partnership reviews
- Tuesday: Renewal & Expansion Team weekly meeting, recurring customer cadences and partnership reviews, pipeline generation activities and planning for upcoming customer engagements
- Wednesday: Weekly enablement session, Strategic Account Management team office hours, coaching 1:1 with manager, review recent product releases
- Thursday: Internal account strategy sessions, proposal development, negotiation preparation, and deal strategy execution, recurring customer cadences and partnership reviews
- Friday: Renewal 1:1 with manager, Team Deal Walk, lock forecasting for the week ahead
We offer amazing benefits that align with our values and culture at 15Five.
Your Health & Wellbeing
Medical, dental, vision with 15Five cost subsidy
Employer paid Short-Term, Long-Term Disability, and Term LifeFamily planning support with enhanced medical plans and consultation programs
Inclusive Benefits Stipend
Access to mental health and wellness resources
Your Life
Flexible Time Off Program
Generous paid leave for new parents
Military leave
Paid Company Holidays
Sabbatical Program
Your Future
401K with 4% Matching after 6 months
Your Work Life
Remote work
Work with experts in leadership, culture, and personal development
For more information see:
Our Mission, Vision, & Values -https://www.15five.com/about
Our People and Culture -https://www.15five.com/about/careers
Our Personal & Professional Development Resources -https://www.15five.com/resources/content-library
Reading over the role description and feeling like you don’t check every box? That’s okay; if you think you have what it takes but don’t necessarily meet all the criteria, please apply—you could be exactly who we are looking for!
15Five follows equitable hiring practices. Our compensation programs are designed to attract, motivate, and retain talented employees who are highly engaged, high performing, and have an exceptional impact on the business and our customers.
The salary range displayed on each job posting reflects the target for new hire salaries for the role across all US locations. Within the range, individual pay is determined by budget allocated for the role and additional factors, including job-related competencies and skills, experience, and relevant education or training. Please note that the compensation details listed in US job postings do not reflect added total compensation including equity or benefits.
In compliance with federal law, all persons hired will be required to verify identity and eligibility to work in the United States and to complete the required employment eligibility verification document form upon hire.
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The Company
What We Do
Founded in 2011, 15Five equips HR leaders to play a strategic role in their company’s growth. HR leaders use 15Five to combine engagement, performance and OKRs on one platform so they can make insightful decisions and take strategic action. Unlike other “command and control” performance systems, 15Five uses the latest in people science to turn managers and employees into self-driven owners of performance and engagement. To further the impact of talent on company growth, 15Five also provides education, coaching and community for HR leaders, managers and employees. HR leaders at over 3,000 companies, including Credit Karma, Spotify and Pendo, rely on 15Five’s software and services to make their talent a growth driver.
Why Work With Us
A career at 15Five is more than a job. Our culture embraces personal and professional growth, empowering you to be your best and to bring your whole self to work. We help people become their best selves to create highly-engaged, high-performing organizations, starting with ours.
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