The opportunity
The Technical Account Manager (TAM) Leader owns the health, direction, and performance of the Technical Account Management function. Where an individual TAM is the primary technical partner for their own portfolio of accounts, the TAM Leader is accountable for the entire TAM…
What you'll do
Hiring and onboarding new TAMs, including running them through the TAM Path ramp
Running regular 1:1s, setting individual development plans, and giving direct: feedback on account plans, QBRs, and escalation handling
Building and maintaining repeatable playbooks (upgrade runbooks, optimization: playbooks, escalation patterns) so quality doesn't depend on tenure
Setting and holding the team to a consistent bar for technical depth, proactivity, and communication
Named accounts: the full book maintained in the Draft TAM Accounts doc , currently ~$33.1M ARR across 120 accounts split across the team, capped at 20 accounts per TAM
Partner-mapped accounts: every partner with a named Technical Account Manager in the Partner Mappings , spanning Strategic AI, Growth, and Other tiers
What they're looking for
- Running the quarterly review/refresh of assigned accounts, rebalancing books: as ARR and strategic relationships shift
- Resolving open coverage gaps (e.g. regions or account types with no TAM: alignment) and deciding when a controlled exception, a new hire, or a change in tier definition is the right fix
- Approving leadership-discretion assignments and cap exceptions, and making: the trim/reassign calls when an account is dropped for capacity
- Auditing that architecture and deployment validation is happening post-sale, not skipped
