Founding Account Manager

Are you ready to build the playbook for what great account management and customer success looks like at one of the most exciting companies in GTM enablement? At MEDDICC, we’re looking for a founding Account Manager, someone who will define, build, and own the post‑sale motion from the ground up. This is not a role where you inherit a playbook and execute it. This is a role where you write the playbook.

At MEDDICC, we see beyond MEDDIC as just a qualification framework. We believe it is a common language for the entire GTM team throughout the entire customer lifecycle, and your job is to make sure our customers actually live that. You will build lasting partnerships with the world’s most innovative tech go‑to‑market team and help shape the future of GTM execution with a game‑changing proposition.

In this role, you will define what a great MEDDICC customer journey looks like: from onboarding to activation, from first value to renewal, from renewal to expansion. Some groundwork has already been done, but there’s so much more to be built – that’s the opportunity.

What You’ll Be Building And Doing

• Refine/redefine the end‑to‑end customer journey for MEDDICC members: lifecycle stages, health scoring, and what red/yellow/green actually looks like in practice.
• Own a portfolio of MEDDICC customers and become their trusted advisor, knowing their GTM goals, their team, and their MEDDPICC maturity better than anyone.
• Diagnose why customers disengage after initial onboarding and build the interventions that change that, driving platform adoption, live session attendance, and ongoing value realisation.
• Build and run the renewal motion, qualifying value delivered, identifying risk early, and developing the commercial confidence to have the retention conversation.
• Identify and execute expansion opportunities: cross‑sell, upsell, and deepening of services engagement.
• Partner with the Head of Sales and Head of Services to create a seamless handoff between sales, consulting delivery and ongoing account management, with clear ownership on all sides.
• Be the voice of the customer inside MEDDICC, feeding insight into product, enablement, and leadership to drive decisions that improve real‑world outcomes.
• Raise the bar within our winning culture through cross‑functional collaboration and a relentless focus on customer impact.

How You’ll Be Measured

We’re building this function, and that means we’ll define targets collaboratively once we have a baseline to work from. The north star is simple: retained and expanded Revenue. Are your customers staying, growing, and getting measurably better at MEDDPICC?

The Leading Indicators We’ll Track Together

• Customer Health Score: do you have visibility across your book, and are you moving accounts in the right direction?
• Engagement & product utilisation: are customers active in our purpose‑built platform, mOS – attending sessions, consuming content, or going dark?
• Time‑to‑Value: how quickly are new members reaching meaningful adoption milestones?
• MEDDICC Maturity Score progression: are your customers measurably levelling up?
• QBR/Leadership sync completion rate: are you running structured, value‑driven touchpoints on cadence?
• NRR: we’re starting from a low base. The opportunity is enormous.

About You

You thrive in ambiguity. You don’t need a perfect process handed to you: you build the process, test it, refine it, and make it better. You’ve done this before, probably in a high‑growth SaaS environment where the rules were still being written. You are a nerd for sales, our industry, and the value MEDDPICC as a common language can bring to organisations to help unlock their GTM potential.

You are a self‑starter that takes initiative, thrives within a remote setting, and most importantly, you make things happen. You’ll bring natural authenticity and gravitas, confidently engaging and guiding C‑level executives, VPs, directors, and managers alike, knowing when to lead with value and when to lead with a commercial conversation.

You likely have 6+ years in a customer‑facing revenue role, whether that’s Account Management, Customer Success, or a hybrid, with a track record of not just hitting retention targets, but building the foundations that made hitting them possible.

Winning Culture & Eight C’s

• Craft: Building, owning, and growing customer relationships is your craft, and so is the discipline of creating repeatable motions where none existed before.
• Craving: You are looking to grow toward your full potential and level up continuously while helping our customers do the same with MEDDPICC.
• Creativity: You can connect unrelated concepts, explore multiple angles, and uncover novel solutions, especially when the map doesn’t exist yet.
• Communication: You express thoughts clearly and respectfully, avoiding ambiguity and unnecessary details. This is critical in a remote organisation & customer‑facing role.
• Curiosity: You have a genuine thirst for knowledge, always seeking new ways to deepen customer value and challenge your own assumptions.
• Coachability: You embrace feedback, learn from others, and adapt for personal and team growth.
• Clockspeed: You have a thirst for learning, intuitive perception, and the ability to read people and account health effortlessly.
• Culture: Positive Culture Catalysts at MEDDICC impact their team, customers, and audience by excelling in the above. A winning culture means everybody is pulling in the same direction with the same effort.