Account Manager, Mid-Market

About Mixpanel

Mixpanel is an event analytics platform for builders who need answers from their data at their fingertips—no SQL required. When everyone in the organization can see and learn from the impact of their work on product, marketing, and company revenue metrics, they are poised to make better decisions.

Over 9,000 paid customers, including companies like Netflix, Pinterest, Sweetgreen, and Samsara, use the platform to understand their customers and measure progress. Our commitment is to provide the most comprehensive and reliable analytics platform accessible and trusted by all.

\*\* We’re always on the lookout for exceptional Account Executives and Account Managers who can make a real impact. While we may not have an immediate opening for this exact role, if you’re a top performer with a strong track record, we’d love to connect early. Let’s talk and see if there’s a future opportunity that aligns with your experience and ambition. \*\*

About the Sales Team

Our Sales team manages the full sales cycle, helping prospects and existing customers leverage the platform to analyze, measure, and improve their products. The team who manages the lifecycle of our top Enterprise accounts consists of two roles:

• Account Executives who focus on strategic expansions and identify new business units or teams who could get value from the platform. AEs run new business sales motions to identify inorganic expansion opportunities within an existing account. The profile of an AE is a hunter.
• Account Managers are responsible for nurturing, driving adoption, and utilization of our existing footprint in an account, and organically growing the current base. The profile of an AM is a farmer.

Together, these two roles along with our technical Customer Success Architects form a Strategic Accounts pod. All 3 roles work together to implement and onboard customers across a shared book of business, driving adoption and growing our most strategic accounts in both organic and inorganic ways.

About the Role

The Account Manager is responsible for supporting implementation, onboarding, adoption, utilization, and renewal activities in top accounts, with the goal of organic expansion. This includes being responsible for the overall health of a customer, ensuring they are getting value from the platform and being a day-to-day point of contact for users, as well as being the primary relationship lead for senior stakeholders. They are ultimately responsible for making sure customers in their portfolio are constantly learning from their data and extracting value out of their investment. The role blends commercial experience (renewal responsibilities) with technical savvy (product adoption) to bring value to enterprise customers.

The Account Manager will identify and drive relationships with Senior/VP-level buyers and will bring deep knowledge and expertise on relevant trends. They are seen as a valued advisor, comfortable creating presentations and presenting to C-level audiences and driving strategic conversations around their investment. They are highly organized and attuned to the customers’ needs and able to manage complex projects and prioritize requests, often acting as a connection point to the EPD teams who support our largest customers.

Responsibilities

• Single Point of Contact: Act as the primary point of contact for all aspects of the account, both internally and externally, serving as the quarterback for account management.
• Strategic Account Planning: Own the creation, iteration, and execution of strategic account plans for each account. Continuously drive alignment between customer success plans and overall business goals.
• Onboarding & Adoption: Guide new customers through the onboarding process, ensuring they understand the platform's features and are set up for success. Provide ongoing training, support, and best practices to drive product adoption.
• Relationship Management: Build and maintain strong relationships with key stakeholders, acting as a trusted advisor and advocate. Facilitate executive alignment with involvement from Executive Sponsors to drive long-term success.
• Value Realization & Growth: Proactively identify opportunities for customers to extract more value from the platform, helping them expand usage, achieve business objectives, and identify upsell and cross-sell opportunities.
• Expansion & Renewal Management: Identify, qualify, and manage expansion opportunities while overseeing end-to-end renewal negotiations. Ensure consistent revenue growth through opportunistic upsells and retention efforts.
• Churn Prevention: Identify at-risk customers early and address concerns proactively to prevent churn, ensuring customer satisfaction and long-term engagement.
• Business Monitoring & Insights: Constantly monitor customer businesses and their industries to understand potential opportunities or threats, aligning business reviews with customer initiatives. Use insights to provide strategic guidance and consult on the platform’s place in the analytics market.
• Customer Advocacy: Gather customer feedback and share it with internal teams to influence product improvements and enhancements, ensuring customers' needs are met.
• Data Analysis & Forecasting: Utilize the platform and other data sources to analyze customer behavior, forecast future trends, and identify areas for improvement. Collaborate cross-functionally with internal teams (Sales Engineering, Professional Services, Product, Marketing, Legal) to enhance account success.

We're Looking For Someone Who Has

• Experience: 5+ years of related work experience in full-cycle SaaS, post-sales customer management, or a similar role such as Account Manager, Customer Success Manager, or Sales Engineer. Proven success in managing and growing accounts, with experience handling a 7-figure book of business and closing $250K+ sales opportunities. Experience with contracts over $1M in ARR
• Technical Aptitude: Strong technical acumen and understanding of how data-driven decision-making can transform products and businesses. Ability to engage with technical end-users in Engineering, Product, and Design functions by demonstrating deep product and industry knowledge.
• Communication & Collaboration: Clear and effective communicator, both written and verbal, with strong interpersonal skills. Ability to work cross-functionally, partnering with internal teams such as Sales, Product, and Engineering to solve complex problems. Experience collaborating on opportunities and bringing in technical resources as needed.
• Customer Management: Experienced in building and maintaining relationships with executive and C-suite stakeholders, with professional polish and confidence in delivering strategic presentations.
• Adaptability & Resilience: Demonstrated ability to thrive in a fast-paced, constantly changing environment. Agile, resilient, and able to encourage continuous improvement while adapting to evolving business needs.
• Ownership & Results-Driven: Strong sense of ownership, accountability, and a results-driven mindset. A strong work ethic, desire to learn, and commitment to excellence.
• Curiosity & Industry Knowledge: Deep curiosity for the product analytics space and staying informed about market trends and competitors.

This set of requirements blends both technical expertise and strong customer management skills, emphasizing a combination of experience in SaaS, data-driven decision-making, and relationship-building at an executive level.

Bonus Points For

• Experience managing relationships with high-growth tech companies.
• Experience with the platform or another analytics tool (eg. Amplitude, Google Analytics, Adobe Analytics).
• Experience in a technical customer-facing role (Support Engineer / Customer Success Manager / Sales Engineer / Solutions Architect).
• Record of over-performing quota consistently.
• Experience scaling a successful B2B SaaS company.

#LI-Hybrid

Compensation

The amount listed below is the total target cash compensation (TTCC) and includes base compensation and variable compensation in the form of either a company bonus or commissions. Variable compensation type is determined by your role and level. In addition to the cash compensation provided, this position is also eligible for equity consideration and other benefits including medical, vision, and dental insurance coverage. You can view our benefits offerings here.

Our salary ranges are determined by role and level and are benchmarked to the SF Bay Area Technology data cut released by Radford, a global compensation database. The range displayed represents the minimum and maximum TTCC for new hire salaries for the position across all of our US locations. To stay on top of market conditions, we refresh our salary ranges twice a year so these ranges may change in the future. Within the range, individual pay is determined by experience, job-related skills, qualifications, and other factors. If you have questions about the specific range, your recruiter can share this information.

Benefits and Perks

• Comprehensive Medical, Vision, and Dental Care
• Mental Wellness Benefit
• Generous Vacation Policy & Additional Company Holidays
• Enhanced Parental Leave
• Volunteer Time Off
• Additional US Benefits: Pre-Tax Benefits including 401(K), Wellness Benefit, Holiday Break

\*please note that benefits and perks for contract positions will vary\*

Culture Values

• Make Bold Bets: We choose courageous action over comfortable progress.
• Innovate with Insight: We tackle decisions with rigor and judgment - combining data, experience and collective wisdom to drive powerful outcomes.
• One Team: We collaborate across boundaries to achieve far greater impact than any of us could accomplish alone.
• Candor with Connection: We build meaningful relationships that enable honest feedback and direct conversations.
• Champion the Customer: We seek to deeply understand our customers’ needs, ensuring their success is our north star.
• Powerful Simplicity: We find elegant solutions to complex problems, making sophisticated things accessible.

Why choose Mixpanel?

We’re a leader in analytics with over 9,000 customers and $277M raised from prominent investors: like Andreessen-Horowitz, Sequoia, YC, and, most recently, Bain Capital. The pioneering event-based data analytics platform offers a powerful yet simple solution for companies to understand user behaviors and easily track overarching company success metrics. Our accomplished teams continuously facilitate our expansion by tackling the ever-evolving challenges tied to scaling, reliability, design, and service. Choosing to work here means you’ll be helping the world’s most innovative companies learn from their data so they can make better decisions.

The company is an equal opportunity employer supporting workforce diversity. We are focused on things that really matter—our people, our customers—out of a recognition that those relationships are the most valuable assets we have. We actively encourage women, people with disabilities, veterans, underrepresented minorities, and LGBTQ+ people to apply. We do not discriminate on the basis of race, religion, color, national origin, gender, gender identity or expression, sexual orientation, age, marital status, veteran status, or disability status. Pursuant to the San Francisco Fair Chance Ordinance or other similar laws that may be applicable, we will consider for employment qualified applicants with arrest and conviction records. We’ve immersed ourselves in our Culture and Values as our guiding principles for the impact we want to have and the future we are building.