Account Manager

Thrive · Traverse City, MI

Base: Not disclosed
OTE: Not disclosed
Quota attainment: Not disclosed
Posted: 18d ago

Why it matters: OTE tells you what you could earn. Attainment tells you how realistic it is.

Ask: “What percentage of fully ramped reps hit quota last year?”

Still open · checked 1h agoon Thrive's careers page

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The job

What you'd do: Grow revenue in existing managed services, cloud, and cybersecurity accounts through upsell, cross-sell, and expansion, with some prospecting and qualifying of new opportunities. Consultative selling to executive stakeholders.
Who you'd sell to: Not stated in the posting.Ask: “Who's the economic buyer, and who else is in the deal?”
Where deals come from: A mix. Some leads come to you, some you find yourself.

The Braun Read

Ask hard questions

Too much is left unsaid. Make them answer before you invest.

Pay: No pay listed at all.
Transparency: Says nothing about quota, attainment, deal size, territory or sales cycle.
Pipeline: A mix of self-sourced pipeline and inbound or SDR help.
Time on market: Open 18 days.
Company hiring: 3 sales roles open, hiring at a steady pace.

Based only on what the posting says. Lights are a starting point for your first call, not a final judgment.

Questions to ask on the first call

Built from what this posting leaves out. How they answer tells you as much as what they say.

1.
What percentage of fully ramped reps hit quota last year?
OTE is what you could earn. This is how likely you are to earn it.
2.
What percentage of reps on the team have been here more than 18 months?
Tenure shows whether people stay long enough to get paid.
3.
Has the comp plan changed in the last 12 to 18 months? What changed?
A plan that changes every year means the goalposts keep moving.
4.
Who sits with reps and reviews calls each week?
Coaching is often what's behind a good or bad attainment number.
5.
What are the base and the OTE for this role?
No point investing hours before you know the number.
6.
Why is this role open? Did someone leave, or is it new?
New headcount is growth. A replacement means someone left. Ask why.

› When the offer comes

Save these for later. They land better once they've said yes to you.

1.
Can I see the full comp plan in writing, including clawbacks and accelerators?
What's in writing is what gets paid. Read it before you sign.
2.
Can I see the actual comp distribution for the team last year, not just the OTE?
The spread shows what most reps really take home. OTE is just the target.
3.
I'd be walking away from earned commission to join. Is there room for a sign-on bonus to help cover that?
Leaving money behind is a fair reason to ask. The worst answer is no.

Josh's top five questions for any sales interview →

Got an offer from Thrive? Not sure about it?Ask me. I read every message myself. · JoshAsk Josh

Full posting

About Us Thrive delivers upon the promise of technology by enabling our clients’ digital transformation journeys with best practices on an AI, cybersecurity and cloud focused NextGen managed services platform. Thrive’s culture is powered by diverse talent, big ideas, and a customer-first mindset—and it’s what truly sets us apart. Thrive is built for people who want more than a weekday routine. If you’re hungry to grow, eager to tackle new challenges and ready to drive real impact in a rapidly expanding environment, then welcome to THRIVE! Position Overview Thrive is seeking a Sales Account Manager to help drive growth across local, regional, and national markets by expanding relationships within existing accounts and identifying new revenue opportunities. The ideal candidate is highly motivated, goal-oriented, and committed to continuous improvement, with the ability to work independently in a fast-paced, dynamic environment. Because this role requires a consultative sales approach, candidates should bring strong communication and relationship-building skills, business and technical aptitude, and the ability to collaborate effectively across internal teams. A passion for delivering value to customers, growing revenue, and deepening knowledge of the business is essential for success in this role. Primary Responsibilities - Drive revenue growth within assigned accounts by identifying upsell, cross-sell, and expansion opportunities while meeting or exceeding sales targets. - Build and maintain strong relationships with key client stakeholders to understand business goals, challenges, and evolving technology needs. - Serve as a trusted advisor to customers by articulating Thrive’s value proposition and recommending solutions through a consultative sales approach. - Develop and manage a healthy sales pipeline, including prospecting within existing accounts and qualifying new opportunities. - Prepare proposals, quotes, and pricing recommendations, and support contract negotiations within approved margin and business guidelines. - Partner closely with internal technical, delivery, and support teams to design solutions that align with customer requirements and business outcomes. - Act as a customer advocate by proactively addressing concerns, coordinating internal resources, and helping ensure a high-quality client experience. - Monitor account health, service trends, and customer feedback to identify risks, improve satisfaction, and support retention. - Maintain accurate account details, opportunity tracking, pipeline activity, and forecasts in Salesforce.com or equivalent CRM tools. - Stay current on Thrive’s services, industry trends, and relevant technologies to effectively position solutions and identify market opportunities. - Represent Thrive professionally in client meetings, business reviews, and industry networking events. - Travel as needed to meet with customers, prospects, and internal teams. - Perform other related duties as assigned Requirements - 3+ years of successful experience in account management, consultative sales, business development, or technology solution sales. - Proven track record of achieving or exceeding revenue targets and growing existing customer accounts through expansion, upsell, or cross-sell strategies. - Strong experience managing customer relationships and building credibility with decision-makers and executive-level stakeholders. - Demonstrated ability to uncover client needs, navigate objections, and recommend solutions that align with business goals and outcomes. - Excellent verbal and written communication skills, including strong presentation, proposal, and negotiation capabilities. - Strong business acumen and comfort discussing technology, managed services, cybersecurity, cloud, or related IT solutions. - Experience maintaining accurate pipeline activity, account plans, and sales forecasts in Salesforce.com or a comparable CRM platform. - Highly organized with strong follow-through, time management, and the ability to manage multiple priorities in a fast-paced environment. - Collaborative, customer-focused, and able to work effectively across sales, technical, delivery, and support teams. - Preferred: experience in managed services, technology services, SaaS, telecommunications, or other recurring-revenue business models. - Preferred: experience supporting contract renewals, pricing discussions, and proposal development. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or protected veteran status.

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