Why should you hire a sales leader to head up your Account Management team?

Introduction

Let’s be real—SaaS companies love to talk about growth, but many completely ignore one of their biggest revenue opportunities: their existing customers.

Your Account Management Team is (Probably) Leaving Money on the Table

Instead of driving expansion, most Account Management teams operate more like customer support. They handle issues, answer questions, and renew contracts—but they’re not actively hunting for revenue opportunities. And that’s a huge problem.

I’ve talked to two companies in the past month who are flipping the script. Instead of hiring an Account Management leader with a support mindset, they’re hiring sales leaders to run post-sale teams. And it makes total sense.

🔥 Why Traditional Account Management Falls Short

🔹 Support ≠ Growth – If your AMs are focused on keeping customers happy (which is great!) but not expanding their accounts, you’re missing out on serious revenue.
🔹 Mindset Matters – Leaders with a customer support background train teams to be reactive, while sales-minded leaders teach them how to spot and close new opportunities.
🔹 Recurring Calls Lose Their Edge – Ever notice how monthly check-ins start as exciting growth discussions but slowly morph into glorified support tickets? Without a sales strategy, upsells and expansions just… stop happening.

🚀 The Fix? Hire a Sales Leader to Run Your Account Management Team.

Your customer success and account management teams shouldn’t just retain revenue—they should grow it. A strong sales leader can:

✅ Turn every AM into a growth-minded rep who knows how to spot and close expansion deals.
✅ Help teams master sales enablement, ensuring check-ins stay focused on adding value AND revenue.
✅ Make sure no opportunity is missed, because if your team isn’t growing accounts, your competitors will.

💡 Here’s the bottom line: Every employee in a SaaS company needs to be in sales. Whether it’s new business or post-sale expansion, growth has to be part of the culture. Otherwise? You’re leaving money on the table. And someone else is going to eat your lunch. 😎

What do you think? Should AM teams be led by sales leaders? Let’s discuss! 👇

#SaaS #Sales #AccountManagement #CustomerSuccess #RevenueGrowth #ScalingUp