Responsibilities

• Growth and Retention Strategy
• - Help define and operationalize the Account Management strategy, with a primary focus on retention and churn reduction across segments and regions. This includes building and executing playbooks for key churn drivers.
• - Size opportunities and build the business cases that shape coverage models, book construction, and engagement plays for existing sellers.
• Revenue Operations & Performance Management
• - Build and maintain the operational cadence of the AM org: Book building and account assignment, pipeline hygiene, and rules of engagement.
• - Partner with Data Science and Finance to define KPIs and stand up dashboards and WBR/MBRs that run performance analysis and post-initiative impact reviews, translating complex data into clear narratives and actionable recommendations.
• Operational Automation & AI-Driven Experimentation
• - Streamline and automate the manual work that slows Account Management down: book building, Slack question triage, data enrichment, reporting, and routine workflows end to end.
• - Partner with CRM to build event-driven automations and AI agents across the GTM stack (e.g., Salesforce, Clay, and workflow tools).
• - Partner with Product/Eng to give Account Managers real-time visibility into seller health, churn risk, and expansion signals
• - Stay at the frontier of AI-native GTM tooling and bring proven new approaches into the team's playbook.
• Cross-Functional Execution & Program Management
• - Lead cross-functional workstreams across Sales, Product, Engineering, Analytics, Finance, Customer Support, and Account Management, driving clarity, alignment, and momentum.
• - Translate business goals into clear technical requirements and documentation (e.g., PRDs / BRDs), and partner with technical teams to deliver end-to-end programs on time and to spec.
• - Break large, multi-quarter initiatives into pilots and future iterations, managing the roadmap in collaboration with leadership and stakeholders.
• - Frame initiatives to secure buy-in from partner teams, define milestones, and keep programs moving in a fast-paced, ambiguous environment.

Requirements

• 5+ years of experience in strategy and operations, revenue/sales operations, GTM strategy, business operations, or management consulting, ideally within SaaS, FinTech, or high-growth technology.
• A builder's bias toward action : You'd rather ship a working prototype and iterate than perfect a plan, and you're energized by a blank canvas.
• Hands-on experience automating workflows with tools like Salesforce, Clay, Zapier, n8n, or similar, and comfort connecting systems via APIs. You've shipped real automations, not just configured templates.
• Hands-on experience with Salesforce, Looker, and Snowflake (or equivalent CRM, data-visualization, and SQL / data-warehouse tools): Ability to pull data and translate into clear insights.
• Experience documenting cross-functional business and technical requirements (e.g., PRDs / BRDs) and partnering with technical teams to build and deliver end-to-end programs.
• Solid understanding of Account Management or GTM motions : Coverage models, segmentation, pipeline, and the levers behind retention and expansion.
• Excellent communication and stakeholder skills : You can influence senior partners without direct authority and keep cross-functional teams aligned.
• Comfort with ambiguity and a low-ego, ownership mindset: No task is too small, and you're motivated to build the operating system behind a world-class, customer-centric growth organization.

Benefits

• Every benefit we offer is designed with one goal: empowering you to do the best work of your career while building the life you want. Remote work, medical insurance, flexible time off, retirement savings plans, and modern family planning are just some of our offering. Check out our other benefits at Block.