About Rocketlane
Rocketlane is the leading modern professional services automation platform for customer onboarding and implementation teams. We are consistently recognized as the category leader on G2 and trusted by high-growth SaaS companies and large enterprises alike.
The company is entering its next phase of growth with the launch of Nitro, an agentic AI solution designed to automate and accelerate post-sales work. This role sits at the intersection of existing customer relationships, product innovation, and meaningful revenue expansion.
The Role
Rocketlane is hiring a Head of Account Management to lead the team responsible for expansion across our top 100 customers.
This is a leadership role over a team of Account Managers who own expansion inside a named book of mid-market and enterprise accounts. Renewals sit with Customer Success. This team exists to create and close net-new revenue inside accounts that already buy from us, with Nitro as the primary growth motion.
You will lead four US-based Account Managers, with additional coverage responsibility for two India-based team members as we finalize that model. Accounts are largely on long-term contracts, which reduces churn risk and allows the team to focus on value, adoption, and expansion rather than contract mechanics.
This is a build stage. The team, the territory model, and the product motion are all evolving. The right person is comfortable operating without a finished playbook and helping write one.
Responsibilities
Own team expansion revenue across a named book of mid-market and enterprise accounts
Hire, coach, and develop a team of Account Managers, including one open seat on the US team
Build and enforce account planning discipline focused on long-term growth and increased footprint
Drive adoption and expansion of Nitro and other AI-driven capabilities across the existing account base
Coach the team on multi-threading and building executive-level relationships inside customer organizations
Run accurate forecasting and pipeline inspection at the team level
Partner with Customer Success on account health and with Product and Marketing on positioning and demand inside the installed base
Get directly involved in the largest and most complex expansion opportunities
What Success Looks Like
Team achievement or overachievement of expansion quota
Strong Nitro adoption across the Rocketlane account base
Every rep operating with a clear, current account strategy and active stakeholder engagement
Predictable, well-managed team pipeline and forecast
Reps developing measurably in deal size and executive access
Expansion driven by business value and outcomes, not contract mechanics
Qualifications
Five or more years in account management, enterprise sales, or expansion-focused roles in B2B SaaS
Two to three years managing a team of Account Managers or expansion sellers
Demonstrated personal history of closing six-figure deals, and a track record of coaching reps to do the same
Proven history of hitting growth or expansion targets within existing accounts
Experience selling multi-product or platform solutions
Ability to uncover and develop new opportunities within established customer relationships
Strong relationship-building skills with senior and executive stakeholders
High level of organization and attention to detail
Comfort working cross-functionally with Customer Success, Product, and Marketing
Experience selling an AI or automation offering into an existing customer base that already owns the core product is a strong plus
Who This Is Not For
Leaders whose teams sell primarily transactional or SMB-sized deals
Leaders coming from a renewal-first or retention-first motion
Leaders who need a defined playbook and stable org structure to be effective
Why join us?
At Rocketlane, we’re all about building a great product and a great place to work. Here’s why you’ll actually look forward to Mondays:
Impact and ownership: You won’t just be another cog in the machine; here, you’re more like a turbocharged engine part. Bring your ideas, make them happen.
Work with the best: We’re a team of passionate, quirky, and ridiculously talented people. Come for the work, stay for the memes.
Celebrate wins: Whether we’re hitting major milestones or celebrating new funding, we like to mix it up. From rap videos to team outings, we believe in celebrating big.
Learn and grow: We’re all about learning—and we’re not just talking about the latest SaaS trends. You’ll grow your career, pick up new skills, and maybe even learn to love Excel (or at least tolerate it).
Flexibility and balance: While we love collaborating in the office five days a week, we know everyone has their own rhythm. That’s why we offer flexibility around hours—so you can bring your best energy, whether you’re an early bird or a night owl. Pyjamas optional (at least outside the office).
