Team Lead, Account Management

Interested in working for a company that provides you a chance to grow professionally, give back to society and make money doing it? If so, Level Access may be the right company for you.

Level Access helps companies design and enhance their IT systems - including web sites, web applications, software, hardware, and services - so they are usable by people with disabilities. In the same way that buildings must conform to the Americans with Disabilities Act (ADA), modern web sites and applications must be accessible to people with disabilities or face legal liability. Level Access allows organizations to address these risks through software, training, and consulting solutions. This ensures that people with disabilities have equal access to, and use of, IT systems. With over 1,000 public and private sector customers, Level Access is the leader in the growing field of accessible IT solutions. Level Access's flagship product offering, AMP (Accessibility Management Platform), is the industry’s first on-demand solution that integrates the business and technical aspects of complying with regulations such as Section 508, ADA, and WCAG.

Level Access is seeking a Sales Manager – Player/Coach to serve in a hybrid capacity as both a quota carrying individual contributor as well as first-line-of-management role to a small team of direct report Account Managers. The Sales Manager – Player/Coach job is an ideal destination for an individual seeking to dive into direct management opportunities while still managing a pool of customers and driving direct contribution to the sales organization’s top line. The Sales Manager – Player/Coach will experience work weeks filled with a variety of tasks and responsibilities, ranging from working the mechanics of deals under his/her individual management to developing specific and discrete coaching plans, geared towards maximizing the success of his/her direct reports. This role will place a premium on time management and coaching capabilities, with the ultimate measure of success being a blended measure of individual achievement – personal quota achieved – alongside the achievement of those reps reporting to the Sales Manager – Player/Coach. The role is based in Level Access’ headquarters of Tysons Corner, VA.

Responsibilities

Player

• Manage a full retention lifecycle – on-boarding, key check-ins and renewal conversations – in order to drive the highest contract value retention rates possible
• Partner with a customer success manager in order to steer clients down successful paths; as a team, your goal is to help clients on their accessibility journey and maintain high levels of engagement and satisfaction
• Identify areas for growth – namely up-sells from current product subscriptions, cross-sells into new product subscriptions and expansion into new lines of business – and surpass net-retention targets
• Deliver compelling arguments for digital accessibility to a variety of audiences – ranging from front-line to senior/C-suite – via a combination of virtual (i.e. Skype/Webex) and in-person presentations
• Partner with internal stakeholders (customer success, consulting services and sales engineering) to craft compelling proposals and right-fit solutions that match unique customer use cases
• Consistently meet / exceed monthly, quarterly and annual bookings objectives
• Work in a team environment, collaboratively evolving our process and approach
• Develop and maintain quarterly and annual strategic account plans
• Utilize Salesforce to manage all aspects of prospect / client communications, activities and tasks
• Utilize sales enablement technologies – LinkedIn Sales Navigator, Zoominfo, Seismic and RingDNA – in order to increase share of wallet within account hierarchies

Coach

• Act as the first line of management to a team of Account Executives/Account Managers, responsible for coaching & development efforts as well as aggregate quota attainment
• Develop/manage dashboards and reports that drive visibility into team member performance; inspect and drive accountability around key measures that indicate strong sales performance
• Partner with sales leadership to develop strategies that improve sales performance
• Partner with sales leadership to effectively communicate and manage change that impacts sales’ way of doing work
• Own performance management with direct reports, including performance reviews and compensation dialogues

Candidate Qualifications

• Has several years of technology and custom services experience; experience in the accessibility space highly preferred
• Has strong oral and written communication and presentation skills and can engage effectively at the executive level
• Is self-motivated and can work and learn independently 
• Understands the application of digital accessibility services and technologies to varied levels of organizational maturity and digital sophistication
• Has strong time management skills
• Has a thirst for coaching and developing people
• Is comfortable with measuring and communicating performance in both quantitate measures (i.e. KPIs and measures that are important to sales) and qualitative measures (i.e. is comfortable using examples and telling stories in order to deliver effective feedback)
• Is change comfortable and effective at understanding and communicating changes impacting his/her team
• Is motivated by success and growth within the business

Application Process

This is a full-time salaried position with a competitive benefits package, including bonus opportunities and unlimited vacation/FTO. Salary is commensurate with experience.  The role is being offered remotely. Please submit your cover letter and resume for immediate consideration.

Level Access is committed to workforce diversity. Equal Opportunity Employer. Copyright 2022, Level Access. All rights reserved.