Strategic Account Manager

ABOUT TLC

The Leadership Consortium (TLC) is a premier leadership development and executive coaching company built on a simple belief: the most important thing a company can do is develop its leaders. Founded by Harvard Business School Professor Frances Frei, best-selling author Anne Morriss, and technology executive Cara Shortsleeve, TLC has helped senior leaders unlock their full potential and lead with greater impact since 2018.

Our flagship offering is an immersive cohort-based leadership development experience designed and taught by world-class faculty, including Frances Frei and Anne Morriss, for director-to-VP-level leaders at some of the world's most respected organizations. To date, we've partnered with more than 80 companies, including Google, Walmart, L'Oréal, and the NBA, reaching leaders across 50+ countries. Our work has been recognized by Inc., the Stevie Awards, and BostInno.

We're a small, profitable, mission-driven company at a growth inflection point. Working at TLC means doing consequential work alongside smart, ambitious, growth-minded people who care deeply about our mission, our clients, and one another.

TLC is based in Greater Boston and fully embraces flexible, remote work. Team members outside Boston travel quarterly for in-person team meetings, with additional travel from time to time based on business needs. We offer competitive compensation and benefits, including health coverage, retirement support, generous time off, and the flexibility to do your best work from wherever you are.

ABOUT THE ROLE

As a Strategic Account Manager, you'll own the day-to-day relationships with a portfolio of TLC's enterprise and mid-market clients, ensuring they have an exceptional experience while driving retention and expansion. You'll serve as a trusted partner to your client Program Managers and senior HR and talent leaders, helping them maximize the impact of TLC's programs and identifying opportunities to expand our partnership across their organizations.

A central part of your role will be driving growth within existing accounts. You'll introduce TLC's leadership programs to new business units and decision-makers, expand adoption of executive coaching and any new offerings, and build the relationships and business cases needed to turn opportunities into bookings. You'll also help TLC develop a repeatable approach to account expansion, using what you learn from clients to shape our strategy, offerings, and ways of working.

Reporting to the Head of Client Experience, you'll work closely with our CEO, Marketing, Programs, and Coaching teams to deliver an exceptional client experience while meeting your retention and expansion bookings targets.

WHAT YOU’LL DO

Own and Grow Strategic Client Relationships

• Serve as the primary relationship and commercial owner for a portfolio of enterprise and mid-market clients, accountable for retention, expansion and customer satisfaction.
• Build trusted relationships with senior HR, talent, and learning leaders, as well as the Program Managers who manage TLC's programs day-to-day.
• Develop account strategies grounded in each client's business priorities, leadership development needs, and opportunities for deeper partnership.
• Lead renewals, contract negotiations, and ongoing commercial discussions.
• Collaborate with TLC Marketing on the development of TLC customer case studies based on the success that you co-create with your clients.

Drive Account Expansion

• Identify and pursue opportunities to grow existing accounts by reaching new business units and decision-makers and introducing additional TLC offerings, including executive coaching.
• Build compelling business cases and proposals that connect TLC's offerings to client needs.
• Develop and refine a repeatable approach to account expansion, including account mapping, outreach, and opportunity development.

Drive Client Engagement and Demonstrate Value

• Partner with TLC's Programs and Coaching teams to keep client program managers informed of participant progress, upcoming milestones, outstanding actions, and opportunities to strengthen engagement.
• Advise client program managers on best practices for driving participation and maximizing the value of TLC's programs.
• Analyze program outcomes, participant feedback, and other data to demonstrate TLC's impact, communicate results to client stakeholders, and drive renewal and expansion conversations.
• Advocate for client needs internally, collaborating across teams to continually improve the client experience.

Manage Account Performance and Revenue

• Own retention and expansion targets for your portfolio.
• Maintain accurate account plans, opportunity pipelines, renewal timelines, and revenue forecasts in HubSpot.
• Monitor account health, identify risks early, and proactively address barriers to retention or expansion.
• Share client insights and successful approaches with the broader team to strengthen TLC's account management practices.

WHO YOU ARE

• Experienced enterprise account manager. 7+ years in B2B account management, strategic client partnerships, or expansion sales, including ownership of retention and revenue growth targets.
• Not just a proven track record of account expansion, but a real drive for it. You've met or exceeded bookings targets by opening new buying centers within existing accounts, selling into new business units, or introducing additional offerings, not simply renewing existing business.
• Experience with complex enterprise clients. You've managed relationships with large organizations (5K+ employees) and know how to navigate multiple stakeholders, budgets, and decision-making processes.
• Disciplined CRM user. For you, constantly updating renewal and expansion pipelines and forecasting bookings accurately using a CRM such as HubSpot is the best way that you know how to manage your work efficiently.
• Relevant industry experience is a plus. Experience selling to senior HR, talent, or learning leaders, particularly in leadership development, executive coaching, or related services, is highly valued.

SKILLS & STRENGTHS

• Strategic and consultative.

  You uncover client needs, connect solutions to business priorities, and identify opportunities for growth.

• Commercial judgment.

  You distinguish real expansion opportunities from polite interest and know where to focus your time. You do not make a sale if it is bad for either TLC or your client.

• Relationship builder and client advocate.

  You build trust with stakeholders at all levels, anticipate client needs, and balance delivering an exceptional client experience with driving commercial growth.

• Analytical and data-driven.

  You use data to demonstrate client impact, inform decisions, and uncover opportunities.

• Ownership and execution.

  You follow through, stay organized across multiple accounts, and take responsibility for outcomes.

• Builder and collaborator.

  You enjoy improving processes, testing new approaches, and working across teams to deliver results.

• Mission-driven.

  You're energized by helping organizations develop stronger leaders.

WHAT SUCCESS LOOKS LIKE

• In your first 90 days:

  You've developed a strong understanding of TLC's offerings and your client portfolio, established relationships with key stakeholders, and created account plans that identify renewal priorities, client needs, and opportunities for growth.

• By the end of year one:

  You've built trusted client relationships, delivered a consistently strong client experience, met your retention and expansion targets, and helped establish a repeatable approach to growing TLC's existing accounts.