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Shade is a rapidly growing media infrastructure platform processing thousands of hours of video daily for creative teams, post-production studios, and enterprise customers including Salesforce, HelloFresh, Deloitte, and Motorola. The company has built technology combining capabilities similar to FrameIO (acquired by Adobe for $1.275B) and LucidLink, layered with proprietary AI for visual search and video labeling. Backed by Khosla Ventures and General Catalyst, Shade is growing 150% QoQ with 120% NRR.
You will join as Account Manager, becoming the second person on the account management team reporting to the Head of Account Management. You will own the commercial relationship across a growing book of mid-market and enterprise customers, inheriting existing accounts and driving renewals, expansions, and deeper adoption.
Key responsibilities include leading commercial conversations around pricing, packaging, and negotiation; owning renewals and expansion across 50-100+ accounts; identifying growth opportunities across additional users, teams, and workflows; building relationships with end users, champions, buyers, and executive stakeholders; acting as a strategic advisor aligned to customer workflows and business priorities; helping customers expand use of Shade's AI-powered search, automated metadata, transcription, and collaboration features; partnering with Technical Customer Success Managers on onboarding and adoption; co-creating QBRs and success plans; surfacing customer feedback to Product and leadership; supporting escalations; and helping build account management processes as the team scales.
You will have high visibility with sales leadership and the C-suite, direct collaboration with Engineering and Customer Success, and real influence on company growth strategy. This is a high-impact role for someone who wants to build and shape a growing function, not just maintain existing relationships.
REQUIREMENTS:
- 4 to 6+ years of experience in Account Management or similar post-sale commercial roles in SaaS
- Strong track record owning renewals, expansions, and multi-stakeholder commercial relationships
- Experience managing a book of 50 to 100+ mid-market and/or enterprise accounts
- Ability to navigate both strategic customer conversations and operational follow-through
- Strong commercial judgment and comfort owning pricing and negotiation conversations
- Proven ability to work cross-functionally with customer success, implementation, support, product, sales, and leadership
- Strong discovery skills and ability to uncover business pain and drive toward meaningful outcomes
- Strong AI tool acumen, with ability to use AI to accelerate workflows and improve efficiency
- Clear communicator with strong organizational skills and attention to detail
- Comfortable operating in fast-paced, evolving startup environment
- Genuinely curious, resourceful, adaptable, and driven
NICE TO HAVE:
- Experience across both Account Executive and Account Manager roles
- Experience in media, post-production, creative operations, creative technology, collaboration software, or complex team-based workflow software
- Familiarity with customers in agencies, studios, brands, sports, broadcasters, or post-production organizations
