Mid-Market Account Manager

Our world is transforming, and PTC is leading the way. Our software brings the physical and digital worlds together, enabling companies to improve operations, create better products, and empower people in all aspects of their business.  Our people make all the difference in our success. Today, we are a global team of nearly 7,000 and our main objective is to create opportunities for our team members to explore, learn, and grow – all while seeing their ideas come to life and celebrating the differences that make us who we are and the work we do possible.   The Mid-Market Account Manager owns the commercial growth of a defined territory of Arena customers, with a primary focus on   expansion, adoption alignment, and long-term value realization .   This role serves as the   commercial quarterback across the customer lifecycle , partnering closely with Customer Success, Solution Consulting, Solution Delivery, Marketing, and Renewal Specialists to drive coordinated account outcomes.   Success in this role comes from the ability to   lead without direct authority , influence cross-functional teams, and   translate   customer signals into clear commercial opportunities.   Key Responsibilities   Own a Defined Territory Patch   Manage a portfolio of mid-market accounts within an assigned territory   Prioritize accounts based on:    Expansion potential   Adoption signals   Strategic growth opportunities   Balance high-volume coverage with focused attention on top growth accounts   Lead Expansion and Commercial Growth   Identify , develop, and close expansion opportunities across the territory, including:    Additional   users and teams   New use cases and departments   Enterprise upgrades where applicable   Conduct structured discovery to uncover:    Adoption gaps vs.   purchased   capabilities   Triggers for expansion and value realization   Build and execute account growth plans in partnership with cross-functional teams   Act as the Commercial Quarterback   Orchestrate cross-functional resources to drive account outcomes, including:    Customer Success Coaches (adoption insights and health)   Solution Consultants (use case expansion and demos)   Solution Delivery (implementation and onboarding alignment)   Marketing (programs, campaigns, and customer engagement)   Renewal Specialists (contract execution and timing)   Provide clear direction and priorities across account teams   Ensure alignment   on   growth strategy, risks, and next steps   Guide   the Customer Journey   Serve as the primary commercial point of contact   Engage stakeholders across business and functional levels   Align Arena capabilities to evolving customer needs and growth plans   Position Arena as a platform that scales with the customer   Enable Scalable Execution Across Accounts   Manage multiple accounts and opportunities in parallel with strong organization   Apply a repeatable approach to:    Account planning   Pipeline creation and progression   Stakeholder engagement   Maintain consistent, purposeful engagement across the portfolio   Support the Renewal Motion (Non-Primary Owner)   Partner closely with Renewal Specialists to:    Provide account context and strategy   Identify   expansion opportunities tied to renewals   Flag risks early and align mitigation plans   Ensure renewals are positioned within the broader growth strategy   Maintain Pipeline and Forecast Discipline   Own expansion pipeline and   maintain   accurate   forecasts   Maintain strong CRM hygiene across accounts and opportunities   Apply structured sales   methodology   to progress deals   What Success Looks Like   Consistent expansion within assigned territory   Strong pipeline coverage driven by proactive discovery and planning   Clear alignment between adoption improvements and revenue growth   Highly effective cross-functional collaboration and execution   Ability to scale impact across a broad portfolio of accounts   Required Qualifications   3–7 years in SaaS Account Management, Sales, or Customer Success with revenue ownership   Proven ability to manage a book of business or territory patch   Track record   of:    Expansion/upsell across multiple accounts   Driving outcomes through cross-functional teams   Strong prioritization and time management skills   Experience working across multiple stakeholders within customer organizations   Preferred Qualifications   Experience in a mid-market SaaS environment   Familiarity with customer adoption and usage platforms (e.g., Gainsight)   Experience working in a pod model (AM + CSC + SC)   MEDDIC or   similar sales   methodology   experience   Core Competencies   Cross-functional leadership and influence   Territory and portfolio management   Expansion-focused discovery and execution   Customer-centric commercial mindset   Pipeline discipline and forecasting   Why This Role Matters   Arena’s growth depends on our ability to   expand within our existing customer base   at   scale .   This role is critical in connecting   adoption, customer value, and commercial growth , ensuring we deliver a coordinated, cross-functional approach that drives   consistent expansion across the mid-market segment .   PTC carefully considers a wide range of factors when   determining   compensation.   The total annual compensation for this position is between   $130,000 - $147,000 . The total annual compensation range encompasses both the base salary and the on-target earnings that may be   attained   in this role.   The   annual compensation   range   reflects   a good-faith estimate of compensation at the time of posting .   Actual compensation may vary based on a candidate's skills, qualifications, experience, and location.   Eligible e mployees   also   have the opportunity to   become a PTC sha