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Salary: USD 160,000 - 180,000 / annual
Built is an AI-powered platform transforming real estate finance and construction. The company connects lenders (including top U.S. banks), developers, owners, and contractors on a comprehensive operating system for construction draw management, compliance, and project financing. Built powers 86,000 active projects valued at over $300 billion and serves 350+ lenders and 80,000+ borrowers.
As Manager of Account Management, you will lead a team of Account Managers responsible for new business revenue in your territory or segment. You own the P&L, set performance expectations, and drive pipeline from prospecting through close. Your core responsibilities include:
• Lead and coach a team of AMs—establish clear quota and activity targets, conduct structured coaching sessions, and hold the team accountable to performance metrics.
• Own territory/segment P&L—develop strategic sales plans identifying high-value prospects, build account strategies, and drive pipeline development.
• Actively engage in key deals—model consultative selling, negotiation, and executive relationship management; demonstrate expected behaviors.
• Coach AMs on pipeline management, opportunity qualification, deal strategy, and customer engagement through regular one-on-ones, deal reviews, and field coaching.
• Manage forecast accuracy and pipeline health—analyze conversion rates, deal velocity, and stage progression to identify bottlenecks and surface risks early.
• Partner with SDRs and Sales Development to ensure strong pipeline handoffs and alignment on prospecting priorities.
• Collaborate with Account Managers and Customer Success on post-sale transitions and client onboarding quality.
• Contribute to sales enablement—share field feedback and recommend improvements to playbooks, tools, and qualification frameworks.
• Champion AI adoption across your team—set expectations for technology use in research, outreach, and deal management.
• Travel up to 50%; employees not based in Nashville must visit the Nashville office at least twice yearly for company gatherings.
REQUIREMENTS:
• 6–10+ years of enterprise sales experience with 1–3+ years managing an AM team and a consistent track record of exceeding quota individually and as a team leader.
• Skilled sales coach with genuine passion for developing talent; track record of identifying AM strengths and gaps, providing actionable feedback, and growing sellers into top performers.
• Analytical and metrics-driven mindset; strong understanding of pipeline metrics, forecast accuracy, and sales math; use data to manage performance, not just report it.
• Strong communication skills across team, SDRs, solution engineers, and sales leadership; lead with clarity, coach with specificity, and represent team performance credibly.
• Strategic thinker who balances daily execution with longer-term team development and process improvement; see both the deal and the system.
• Solid familiarity with construction finance, lending, or financial services—enough to coach AMs on customer conversations and credibly engage in senior-level deals.
