Manager, Account Management

Manager, Account Management

About The Role

Built Technologies is transforming how capital moves through construction and real estate finance — one of the largest, most complex sectors in the economy. Our platform connects lenders, including many of the top U.S. banks, with the owners, developers, and general contractors they finance. When a draw is approved, a builder can pay subcontractors. When a compliance document clears, a project moves forward. The work we do here is not abstract — it has a direct and material impact on how capital flows and how real estate gets built.

Built's sales organization is how we bring our platform to the banks, lenders, developers, and contractors who are transforming construction and real estate finance — and the Manager of Sales is accountable for the team and execution that drives new business revenue. In this role, you will lead a team of Account Managers, own quota and pipeline performance for your territory or segment, and build the coaching culture that develops top AM talent. You operate with significant autonomy within your function — sales leadership provides strategic direction while you determine how your team executes. Your ability to coach deals, develop sellers, and drive consistent performance directly impacts Built's growth trajectory.

Our Guiding Principles

Be Bold. We pursue the biggest problems in our industry, challenge assumptions others take for granted, and take calculated risks to get there. We don't hide behind consensus or committees. Playing it safe is just failing slowly.

Help Customers Win. We learn our customers' businesses deeply — how they think, how they deploy capital, what keeps them up at night. We treat their capital like our own. We ship leverage, not features. And we measure ourselves by customer results, not our intentions.

Move with Urgency & Purpose. We bias toward delivery over perfection, remove friction from our own paths, and communicate in real time. Momentum compounds — and we build it every day.

Own the Outcome. We own outcomes, not just tasks. We hold a high Say:Do ratio and take responsibility from idea through impact. When something breaks, we fix it — we don't wait to be asked.

Never Satisfied. We raise the bar continuously. We stay curious, hold exacting standards, debate hard, and hold our opinions loosely when the evidence shifts. Excellence is a habit, not an event.

What You'll Do

Lead a team of Account Managers — set clear performance expectations, run structured coaching sessions, and hold the team accountable to quota, activity, and pipeline targets.

Own the P&L for your territory or segment — develop strategic sales plans that identify high-value prospects, build account strategies, and drive pipeline from initial outreach through close.

Stay actively engaged in key deals — model consultative selling, negotiation, and executive relationship management; demonstrate the behaviors you expect from your team.

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 to sales leadership early.

Partner with SDRs and Sales Development to ensure strong pipeline handoffs and clear alignment on prospecting priorities for your territory.

Collaborate with Account Managers and Customer Success to drive smooth post-sale transitions and ensure clients have a high-quality experience from close through onboarding.

Contribute to sales enablement and process improvement — share field feedback and recommend enhancements to playbooks, tools, and qualification frameworks.

Champion AI adoption across your team — set expectations for how technology is used to improve research, outreach quality, and deal management.

Ability to travel up to 50%.

What You'll Bring

6–10+ years of enterprise sales experience, with 1–3+ years managing an AM team and a consistent track record of exceeding quota both individually and as a team leader.

A skilled sales coach who genuinely enjoys developing talent — you have a track record of identifying AM strengths and gaps, providing actionable feedback, and growing sellers into top performers.

Analytical and metrics-driven — you understand pipeline metrics, forecast accuracy, and sales math; you use data to manage performance, not just report it.

Strong communication skills across your team, SDRs, solution engineers, and sales leadership — you lead with clarity, coach with specificity, and represent your team's performance credibly.

A strategic thinker who can balance daily execution with longer-term team development and process improvement — you 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 when needed.

What Success Looks Like at Six Months

Your team is performing consistently — pipeline is healthy, deals are progressing, and your AMs are hitting or trending toward their targets.

Forecast accuracy is strong — sales leadership can rely on your pipeline data and commit numbers to make resourcing and planning decisions.

At least one AM on your team has grown meaningfully in skill, confidence, or commercial performance under your coaching within the first two quarters.

You've implemented at least one meaningful coaching intervention or process improvement that has improved team execution or deal quality.

Cross-functional partners in SDR, Solution Engineers, and Customer Success view your team as a reliable, well-coordinated part of the revenue motion.

AI & Technology Expectations

Leverage AI tools to enhance the productivity, quality, and speed of your work.

Use AI to support drafting, analysis, summarization, and problem-solving across your role.

Identify opportunities to streamline workflows and reduce manual effort through automation and AI.

Apply AI to sharpen decision-making and strengthen strategic insights.

Share effective AI use cases and best practices with your team.

Built’s salary range for this position is $160,000 - $180,000 USD per year plus commission. The pay range is designed to accommodate upward mobility in the role, therefore it encompasses the full span of proficiency levels for this role and we believe that the midpoint of the range is competitive in the market. Salary is just one component of Built's total compensation package for employees; your total rewards package at Built will include equity, market-current medical, dental and vision coverage, an unlimited PTO policy, and other benefits.