Mid-Market Account Manager

Location: United States.This role is eligible for remote work.

Compensation: The annual OTE range for this role is $175,000 - $185,000 USD in addition to equity & benefits.

The range displayed on this job posting reflects the minimum and maximum target depending on the location of each candidate. In addition to location, other factors including level, job-related knowledge, skills, and experience will determine compensation.

About Gem

Gem is the only AI-first all-in-one recruiting platform. It brings together your ATS, CRM, sourcing, scheduling, and analytics — plus 650+ million profiles to source from — with AI built into every workflow. By eliminating the headaches of juggling multiple tools, Gem helps customers boost recruiter productivity by up to 5x while saving 30-50% on technology costs. Over 1,000 organizations — from startups to industry leaders like Anthropic, Zillow, DoorDash, and Asana — trust Gem to fuel their growth. With an industry-leading 4.8/5 rating on G2, Gem is the platform recruiters actually love to use.

With Gem, You Can Experience The Power Of a Truly Connected Recruiting Platform — One Consistent Interface, Unified Data, Smarter AI Recommendations, And Simplified Permissions. Our Customers Achieve Remarkable Results

• Cut costs through consolidation: Replace your scattered recruiting tools with one AI-powered platform for ATS, CRM, sourcing, scheduling, and analytics. Reduce spend on expensive sources of talent and eliminate redundant point solutions.
• Maximize recruiter productivity: Get up to 5x efficiency gains with AI built into every workflow — from sourcing talent and reviewing applications to scheduling interviews and managing candidates. With all products working better together, recruiters spend less time switching systems and more time building relationships.
• Unlock data-driven recruiting: Get access to analytics across the recruiting funnel without complex BI tools. From pipeline metrics to hiring forecasts, Gem helps you make data-driven decisions and demonstrate impact.
• Use AI that actually works: Get better results from AI that learns from all your recruiting data. With insight into every candidate touchpoint and interaction, Gem AI makes smarter decisions about who to engage and how.
• Work with software built for recruiters: Use a platform designed around how recruiters actually work, not a collection of technical features. Quick implementation, intuitive workflows, and clear analytics make Gem the solution teams actually use and trust, earning us an industry-leading 4.8/5 rating on G2.
  
  

And Just As We Strive To Help Our Customers Find Great Talent, We Also Invest In Our Own People And Culture. We Are Proud Of The Culture We’ve Built And Have Recently Been Recognized As

• Forbes America's Best Startup Employers 2024
• Great Place to Work Certified, 2024 - And we landed at number #13!
• Fortune Best Workplaces for Millennials, 2023
  
  

The company has raised $148M in funding from Accel, Greylock, ICONIQ, and more.

The Team & Role

Gem is revolutionizing the way businesses manage their talent acquisition processes. As an Account Manager Gem, you'll find yourself at the forefront of shaping the future of recruitment. We’re a company that prides itself on collaboration, creativity, and continuous learning, where employees are encouraged to think outside the box and push the boundaries of what’s possible. Working here means being part of a passionate team dedicated to delivering exceptional results for customers and empowering change management at the hands of technological advancement. With a diverse range of customers spanning across industries such as tech, finance, professional services, and manufacturing, Gem partners with leading organizations to streamline their hiring processes, tech stack, and find top talent efficiently. Joining Gem means being part of a dynamic environment where you'll have the opportunity to make a real impact in the world of talent acquisition. Check out our G2 Crowd reviews.

As an Account Manager, you’ll be responsible for renewing and expanding Mid-market Enterprise customer accounts. To do this successfully, you’ll need to know how to map an account, understand the customer’s business and executive priorities as well as identify and engage with the relevant stakeholders to ensure value is being achieved. Additionally, we have 4 new solutions we have brought to market to help our customers’ interest to consolidate their tools, workflows, and talent acquisition budgets. This role presents a tremendous opportunity to someone who thrives when partnering with customer accounts where relationships and customer outcomes matter.

What You’ll Do Day To Day

• Maximize Retention & Growth – Drive customer retention and adoption of Gem’s solutions to uncover new opportunities and exceed revenue goals.
• Prevent Churn & Forecast Retention – Identify at-risk revenue and forecast retention rates to proactively mitigate churn.
• Partner with Customer Success – Collaborate with CSMs and Solution Consultants to identify growth opportunities and craft compelling messaging for users and decision-makers.
• Deeply Understand Customer Business – Learn customer roles, projects, and performance metrics to effectively engage users, decision-makers, and key stakeholders.
• Strategize & Innovate – Develop account-level strategies using territory planning, consultative sales, and industry knowledge to unlock new go-to-market opportunities.
• Be the Customer & Gem Advocate – Build strong relationships, hold business reviews, and provide value-driven outreach to ensure Gem is a trusted partner, not just a vendor.
• Deliver ROI & Business Impact – Articulate clear return on investment, gather customer success stories, and share product feedback internally to influence product, marketing, and sales.
• Thrive in a Fast-Paced, Collaborative Team – Work cross-functionally with Marketing, Finance, Executives, and Partners while managing multiple priorities in a dynamic SaaS environment.
  
  

About You

• Experienced in Account Management & SaaS Sales – 3+ years of Account Management experience in mid-market or enterprise SaaS/software sales.
• Skilled in Competitive Selling – You excel at winning deals in established markets and have a track record of successfully executing rip-and-replace opportunities.
• Exceptional Communicator – Strong presentation, interpersonal, and written skills to engage with everyone from analysts to C-level executives.
• Strategic & Analytical Thinker – Able to derive insights from customer data and think creatively to develop win-win solutions.
• Problem-Solver & Go-Getter – You see challenges as opportunities, take initiative, and thrive in a fast-paced environment.
• Relationship-Driven – Skilled at building instant rapport and maintaining strong customer relationships across industries, especially in tech.
• Energetic & Adaptable – Naturally curious, quick to learn new technologies, and passionate about SaaS and client engagement best practices.
• Results-Oriented – Committed to delivering results with grit, enthusiasm, and a strong work ethic.
• Talent Acquisition Expertise (Bonus!) – Experience in recruiting/HR tech is a plus, bringing valuable industry knowledge to the role.
  
  

Benefits

• Highly competitive salary & equity
• 10-year window to exercise your stock options
• Supportive Flexible Time Off program
• 16 paid holidays, including regular company-wide wellness days
• Best-in-class medical, dental & vision insurance
• $1,200 annual stipend for learning and development opportunities
• 16 weeks of Paid Parental Leave for birthing and non-birthing parents
• New Parent Perks totaling $1,500 and flexibility upon return to work
  
  

Gem is an equal opportunity employer. We celebrate our inclusive work environment and encourage folks of all backgrounds and perspectives to apply. At Gem, we’re committed to having an inclusive and transparent environment where every voice is heard and acknowledged. We embrace our differences, and know that our diverse team is a strength that drives our success.

Gem is committed to developing a barrier-free recruitment process and work environment. If you require any accommodation, please email us at accommodations@gem.com and we’ll work with you to meet your accessibility needs.

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