Sr. Manager, Account Executives - Growth
Chicago, Illinois, United States·Posted 2mo ago
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<div class="content-intro"><h3><strong>About Engine</strong></h3> <p>Engine is the AI-native platform for intelligent travel. For a decade, Engine has built the proprietary technology and supply behind modern business travel, serving over 40,000 customers and nearly 2 million travelers, along with leading travel and AI companies that build on Engine's infrastructure. One system powers business travel, group travel, human agents, and AI agents.<br><br>That work has earned Engine recognition as TravelTech's Reservation Platform of the Year (2026), a spot on Inc.'s Power Partners list (2026), and one of Built In's Best Places to Work (2020–2026).<br><br>We're looking for bold, ambitious people to help redefine how businesses manage and experience travel. Working here, you can expect exponential growth, an ambitious pace, full ownership, and high-caliber colleagues who push you to do the best work of your career. Every hire raises the bar.<br><br>Come outpace the ordinary and build the future of travel with us.</p></div><h3 class="text-text-100 mt-3 -mb-1 text-[1.125rem] font-bold">About The Role</h3> <p class="font-claude-response-body break-words whitespace-normal">Engine is adding a Sr. Manager, Account Executives - Expansion to our Account Management Org. In this role, you'll lead a team of quota-carrying, executive-facing Account Executives responsible for driving expansion revenue across our customer base. Our AEs are the closers — they find the expansion opportunity, build the commercial case, multithread into VP+ stakeholders, and close. As a senior leader, you'll set the standard for pipeline discipline, exec access, and deal execution across the team, coach your AEs to consistently hit quota, and operate as a force multiplier for the broader sales org — shaping territory strategy, hiring plans, and the expansion motion itself. You'll also play a key customer-facing role as executive sponsor on your team's highest-value opportunities, and you'll develop the next generation of frontline sales leaders at Engine.</p> <h3 class="text-text-100 mt-3 -mb-1 text-[1.125rem] font-bold">Your Mission</h3> <p class="font-claude-response-body break-words whitespace-normal">As part of the Engine team, you'll play a vital role in an environment where innovation meets collaboration. Here's what you'll take charge of:</p> <ul class="[li_&]:mb-0 [li_&]:mt-1 [li_&]:gap-1 [&:not(:last-child)_ul]:pb-1 [&:not(:last-child)_ol]:pb-1 list-disc flex flex-col gap-1 pl-8 mb-3 print:block print:space-y-1"> <li class="font-claude-response-body whitespace-normal break-words pl-2">Hire, coach, and develop a team of quota-carrying Account Directors — and identify, mentor, and grow the next wave of frontline sales leaders on your bench</li> <li class="font-claude-response-body whitespace-normal break-words pl-2">Own team quota attainment and forecast accuracy — leadership should be able to trust your number every single week</li> <li class="font-claude-response-body whitespace-normal break-words pl-2">Enforce the pipeline discipline that separates the AEs who hit from the ones who don't: no deal without a next step, and any account 6+ months in the book has an active opportunity or the AE hasn't done the discovery yet</li> <li class="font-claude-response-body whitespace-normal break-words pl-2">Coach AEs on real discovery, multithreading, exec QBRs, and building buying coalitions that sell Engine internally without the AE in the room</li> <li class="font-claude-response-body whitespace-normal break-words pl-2">Serve as executive sponsor on your team's highest-value expansion opportunities and strategic accounts, and personally engage at the VP+ level to unlock and close them</li> <li class="font-claude-response-body whitespace-normal break-words pl-2">Partner with sales leadership on territory design, quota setting, headcount planning, and the operating cadence for the expansion motion</li> <li class="font-claude-response-body whitespace-normal break-words pl-2">Partner with AM leadership and Sales Ops to make the pod work — signal quality from AMs, feedback loops, and pod NRR are shared outcomes</li> <li class="font-claude-response-body whitespace-normal break-words pl-2">Leverage data to inspect pipeline health, win rates, deal size, and rep-level performance; intervene early and specifically</li> <li class="font-claude-response-body whitespace-normal break-words pl-2">Serve as a thought leader, customer advocate, and coach to your team and to the executives they sell into</li> <li class="font-claude-response-body whitespace-normal break-words pl-2">Build a culture of preparation, ruthless pipeline honesty, and relentless deal advancement</li> <li class="font-claude-response-body whitespace-normal break-words pl-2">Collaborate cross-functionally with AM, SA, Sales Ops, Marketing, Product, and Finance to remove friction from expansion motions and align on account strategy</li> </ul> <h3 class="text-text-100 mt-3 -mb-1 text-[1.125rem] font-bold">What You'll Bring to Engine</h3> <h4 class="text-text-100 mt-2 -mb-1 text-base font-bold">Management & Leadership Experience</h4> <ul class="[li_&]:mb-0 [li_&]:mt-1 [li_&]:gap-1 [&:not(:last-child)_ul]:pb-1 [&:not(:last-child)_ol]:pb-1 list-disc flex flex-col gap-1 pl-8 mb-3 print:block print:space-y-1"> <li class="font-claude-response-body whitespace-normal break-words pl-2">6+ years of sales management experience leading quota-carrying sales or expansion sales teams in a high-growth environment, including experience managing senior or executive-level individual contributors</li> <li class="font-claude-response-body whitespace-normal break-words pl-2">Track record of building and scaling high-performing teams — hiring, ramping, and developing top-quartile talent, and promoting frontline leaders from within</li> <li class="font-claude-response-body whitespace-normal break-words pl-2">Demonstrated ability to lead and coach a customer-facing team — strong people management, performance management, coaching, and development experience</li> <li class="font-claude-response-body whitespace-normal break-words pl-2">Demonstrated ability to lead through change and operate with autonomy in ambiguous, fast-moving environments</li> <li class="font-claude-response-body whitespace-normal break-words pl-2">A strong team player and self-starter who thrives in a fast-paced, high-growth environment</li> <li class="font-claude-response-body whitespace-normal break-words pl-2">A self-driven, high-energy leader with excellent cross-functional collaboration skills and executive presence</li> <li class="font-claude-response-body whitespace-normal break-words pl-2">Demonstrated strong sense of radical candor and ability to ensure feedback is being implemented</li> </ul> <h4 class="text-text-100 mt-2 -mb-1 text-base font-bold">Sales & Revenue Growth</h4> <ul class="[li_&]:mb-0 [li_&]:mt-1 [li_&]:gap-1 [&:not(:last-child)_ul]:pb-1 [&:not(:last-child)_ol]:pb-1 list-disc flex flex-col gap-1 pl-8 mb-3 print:block print:space-y-1"> <li class="font-claude-response-body whitespace-normal break-words pl-2">Experience owning and managing monthly, quarterly, and annual team quota, pipeline, and forecast at scale</li> <li class="font-claude-response-body whitespace-normal break-words pl-2">Experience leading a team through complex, multi-stakeholder expansion deals — pricing, procurement, competitive pressure, executive negotiation — and personally engaging as executive sponsor on the largest opportunities</li> <li class="font-claude-response-body whitespace-normal break-words pl-2">Track record of coaching reps on multithreading, executive access, and pipeline discipline</li> <li class="font-claude-response-body whitespace-normal break-words pl-2">Experience partnering with sales leadership on territory design, quota setting, and go-to-market strategy</li> <li class="font-claude-response-body whitespace-normal break-words pl-2">Passion for revenue growth and the ability to bring ideas that improve win rate, deal size, and pipeline conversion through data-driven decision-making</li> <li class="font-claude-response-body whitespace-normal break-words pl-2">Previous experience selling into or driving ROI and value conversations with VP+ and C-level executive stakeholders</li> </ul><div class="content-pay-transparency"><div class="pay-input"><div class="description"><p data-start="62" data-end="438"><strong>OTE Compensation</strong><br>In addition to a competitive base salary, our listed compensation range includes the estimated variable target. Your OTE (on-target earnings) are based on several factors including your experience, expertise, and location. In addition, all roles receive equity. Your recruiter will share your complete compensation package as you move through the process.</p></div><div class="title">Total OTE Range (Base Salary + Variable)</div><div class="pay-range"><span>$220,000</span><span class="divider">—</span><span>$250,000 USD</span></div></div></div><div class="content-conclusion"><p><strong>The Engine Edge: Perks & Compensation</strong><br>We believe in rewarding great work with great benefits:</p> <ul> <li><strong>Compensation:</strong> Competitive base pay tied to role and experience, with equity for all employees. Some roles are also eligible for bonuses or commissions.</li> <li><strong>Benefits: </strong>Check out our full list at <a href="https://engine.com/culture">engine.com/culture </a></li> <li><strong>Environments for Success:</strong> Different roles have different needs in terms of the environments that drive success which is why we have a hybrid-hub model. Whether you are in one of our amazing offices or fully remote, we'll make sure you have what you need to succeed.</li> </ul> <p><em>Perks and benefits may vary based on employment type, location, and more</em></p></div>