Manager of Mid Market Account Management

About TCP (TimeClock Plus):  
  

For more than 30 years, TCP has helped organizations engage their people by providing flexible, mobile timekeeping and workforce management solutions. Trusted by tens of thousands of customers and millions of users, TCP delivers best-in-class technology and personalized support to organizations of all sizes in the public and private sector to meet their complex timekeeping, employee scheduling, leave management and other workforce needs. Growth is happening and our vision for a successful future is clear - We'd love for you to join us on this journey! For more information on TCP, visit www.tcpsoftware.com or follow us on LinkedIn or Facebook. 

We are seeking a Manager, Mid-Market Account Management to lead and develop a team of Mid-Market Account Managers focused on expanding existing customer relationships within the 200-2,499 employee segment. This role is critical in driving revenue growth through upselling and cross-selling while ensuring account managers effectively engage new contacts within existing accounts to expand adoption across departments, locations, and product lines. The ideal candidate will have experience leading quota-carrying account managers, a track record of growing mid-market accounts, and a passion for coaching and building high-performing sales teams.

As a Manager of Mid-Market Account Management, you will: 

• Manage and mentor a team of Mid-Market Account Managers, helping them exceed revenue targets through effective account growth strategies.
• Foster a high-performance sales culture, ensuring the team is motivated, accountable, and equipped to succeed.
• Provide hands-on coaching, conducting regular 1:1s, deal reviews, and skill development sessions to improve prospecting, pipeline management, and closing strategies.
• Develop and execute strategies to increase revenue within the Mid-Market segment by driving expansion into new locations, departments, and solution sets.
• Ensure account managers actively prospect and engage new contacts within existing accounts through calling, emailing, and networking.
• Monitor team sales performance, pipeline health, and key revenue metrics, adjusting strategies as needed to meet goals.
• Leverage sales methodologies (e.g., MEDDPICC) to help the team effectively position TCP solutions and drive deal success.
• Partner with Customer Success Managers (CSMs) to identify expansion opportunities during renewal cycles and ensure a seamless customer experience.
• Work closely with Product, Marketing, and Sales Enablement teams to refine go-to-market strategies and equip the team with compelling sales materials.
• Collaborate with leadership to refine and optimize sales processes, playbooks, and account segmentation strategies.
• Implement best-in-class sales practices, ensuring consistent execution across the team.
• Continuously assess and improve team performance through CRM analytics, forecasting, and data-driven decision-making.

You are a strong fit for this role if you have: 

• Bachelor’s Degree in related field required, MBA/MS preferred
• 3-5 years of experience in sales or account management, with at least 3+ years of experience leading a team of quota-carrying account managers.
• A proven track record of driving revenue growth within mid-market accounts through upselling, cross-selling, and expansion strategies.
• Strong coaching and leadership skills, with experience developing and scaling high-performing account management teams.
• Expertise in prospecting within existing accounts, helping teams engage new contacts in departments, locations, or business units to expand footprint.
• A data-driven mindset, with experience in forecasting, pipeline management, and sales analytics.
• Experience with SaaS, workforce management, or HR technology solutions (preferred but not required).
• Familiarity with MEDDPICC, Challenger, or Solution Selling methodologies.
• Strong collaboration skills, with the ability to align sales efforts with Customer Success, Marketing, and Product teams.

  Physical Requirements:

• Prolonged periods sitting at a desk and working on a computer.
• Must be able to lift up to 15 pounds at times.
• Travel up to 25%.

• Competitive salary
• 20 Days of PTO (Paid Time Off) and 13 days of companywide holidays 
• 8 hours to volunteer and impact the community 
• Comprehensive benefits (Health/Dental/Vision/ 401K) 
• Employee Choice Pre-Tax Benefit