Account Management Lead - Pearl

About Pearl

Pearl is the leading AI-powered clinical operations platform for dental service organizations and practices. We help dentists work smarter, improve outcomes, and run more profitable practices by streamlining clinical workflows, enhancing diagnostics, and optimizing operations across hundreds of locations.

The Role

We're seeking an Account Management Lead to build and lead Pearl's Enterprise Account Management function from the ground up. You are a sales leader and organizational builder focused on accelerating Live ARR while creating a scalable function that becomes the backbone of enterprise customer success at Pearl.

Key Responsibilities

Team Leadership

• Build the Account Management function from the ground up: define role clarity, hiring profiles, compensation philosophy, and team structure.
• Establish scalable processes, playbooks, methodologies, and templates (QBRs, account planning, expansion strategy).
• Hire, onboard, and develop a high-performing team of 3–5 Account Managers.
• Create and own team KPIs (revenue, retention, expansion, forecast accuracy) and report to the Go-To-Market organization.

Commercial Ownership & Revenue Growth

• Own the commercial relationship for 3–5 strategic dental practice groups (75–499+ locations).
• Take responsibility for identifying growth opportunities, account health, and product adoption.
• Support Account Managers with complex closures, escalations, and collective revenue performance.
• Drive POC conversion, manage renewals, and maintain accurate 12-month account plans.

Customer Engagement & Execution

• Lead QBRs/EBRs for assigned accounts, demonstrating ROI and expansion readiness.
• Build account growth plans with clear milestones and risk identification.
• Manage implementation timelines and coordinate with Onboarding, Product, and Analytics teams.

Function & Cross-Functional Leadership

• Design the operating model and tooling strategy (CRM, forecasting, pipeline discipline).
• Partner with Enterprise Sales, Solutions Consulting, and Operations to align on account strategy.
• Define cross-functional workflows with Product and Engineering.

What You'll Need to Succeed

• 7+ years in enterprise account management, sales, or revenue growth.
• 3+ years building or scaling a SaaS Account Management function.
• Proven track record of expanding existing accounts and driving revenue growth at scale.
• Ability to build and articulate a repeatable account management playbook.
• Strong SaaS metrics/ROI modeling acumen.
• Demonstrated AI curiosity and a builder's mindset.
• Willingness to travel up to 40%.

What We Offer

• Competitive compensation and benefits
• Professional development and training opportunities
• Flexible, uncapped PTO
• Stock options
• Remote work environment