The Mid-Market Account Manager owns the commercial growth of a defined territory of Arena customers, with a primary focus on
expansion, adoption alignment, and long-term value realization.
This role serves as the
commercial quarterback across the customer lifecycle, partnering closely with Customer Success, Solution Consulting, Solution Delivery, Marketing, and Renewal Specialists to drive coordinated account outcomes.
Success in this role comes from the ability to
lead without direct authority, influence cross-functional teams, and translate customer signals into clear commercial opportunities.
Key ResponsibilitiesOwn a Defined Territory Patch - Manage a portfolio of mid-market accounts within an assigned territory
- Prioritize accounts based on:
- Strategic growth opportunities
- Balance high-volume coverage with focused attention on top growth accounts
Lead Expansion and Commercial Growth - Identify, develop, and close expansion opportunities across the territory, including:
- Additional users and teams
- New use cases and departments
- Enterprise upgrades where applicable
- Conduct structured discovery to uncover:
- Adoption gaps vs. purchased capabilities
- Triggers for expansion and value realization
- Build and execute account growth plans in partnership with cross-functional teams
Act as the Commercial Quarterback - Orchestrate cross-functional resources to drive account outcomes, including:
- Customer Success Coaches (adoption insights and health)
- Solution Consultants (use case expansion and demos)
- Solution Delivery (implementation and onboarding alignment)
- Marketing (programs, campaigns, and customer engagement)
- Renewal Specialists (contract execution and timing)
- Provide clear direction and priorities across account teams
- Ensure alignment on growth strategy, risks, and next steps
Guide the Customer Journey - Serve as the primary commercial point of contact
- Engage stakeholders across business and functional levels
- Align Arena capabilities to evolving customer needs and growth plans
- Position Arena as a platform that scales with the customer
Enable Scalable Execution Across Accounts - Manage multiple accounts and opportunities in parallel with strong organization
- Apply a repeatable approach to:
- Pipeline creation and progression
- Maintain consistent, purposeful engagement across the portfolio
Support the Renewal Motion (Non-Primary Owner) - Partner closely with Renewal Specialists to:
- Provide account context and strategy
- Identify expansion opportunities tied to renewals
- Flag risks early and align mitigation plans
- Ensure renewals are positioned within the broader growth strategy
Maintain Pipeline and Forecast Discipline - Own expansion pipeline and maintain accurate forecasts
- Maintain strong CRM hygiene across accounts and opportunities
- Apply structured sales methodology to progress deals
What Success Looks Like - Consistent expansion within assigned territory
- Strong pipeline coverage driven by proactive discovery and planning
- Clear alignment between adoption improvements and revenue growth
- Highly effective cross-functional collaboration and execution
- Ability to scale impact across a broad portfolio of accounts
Required Qualifications - 3-7 years in SaaS Account Management, Sales, or Customer Success with revenue ownership
- Proven ability to manage a book of business or territory patch
- Expansion/upsell across multiple accounts
- Driving outcomes through cross-functional teams
- Strong prioritization and time management skills
- Experience working across multiple stakeholders within customer organizations
Preferred Qualifications - Experience in a mid-market SaaS environment
- Familiarity with customer adoption and usage platforms (e.g., Gainsight)
- Experience working in a pod model (AM + CSC + SC)
- MEDDIC or similar sales methodology experience
Core Competencies - Cross-functional leadership and influence
- Territory and portfolio management
- Expansion-focused discovery and execution
- Customer-centric commercial mindset
- Pipeline discipline and forecasting
Why This Role Matters Arena's growth depends on our ability to
expand within our existing customer base at scale.
This role is critical in connecting
adoption, customer value, and commercial growth, ensuring we deliver a coordinated, cross-functional approach that drives
consistent expansion across the mid-market segment.
PTC carefully considers a wide range of factors when determining compensation. The total annual compensation for this position is between $130,000 - $147,000. The total annual compensation range encompasses both the base salary and the on-target earnings that may be attained in this role. The annual compensation range reflects a good-faith estimate of compensation at the time of posting.
Actual compensation may vary based on a candidate's skills, qualifications, experience, and location. Eligible employees also have the opportunity to become a PTC shareholder through our employee share purchase program (ESPP) which allows for the purchase of discounted PTC stock. Certain roles may also be eligible for participation in our equity programs. Employees may be eligible for medical, dental and vision insurance, paid time off and sick leave, tuition reimbursement, 401(k) contributions and employer match, flexible spending accounts, life insurance, disability coverage and if you are an office-assigned employee, a generous commuter subsidy. All total rewards and benefits programs are subject to plan eligibility and other terms and conditions.
For more information about PTC's comprehensive benefits, please visit our Careers Page.
Life at PTC is about more than working with today's most cutting-edge technologies to transform the physical world. It's about showing up as you are and working alongside some of today's most talented industry leaders to transform the world around you.
If you share our passion for problem-solving through innovation, you'll likely become just as passionate about the PTC experience as we are. Are you ready to explore your next career move with us?
