Manager, Commercial Accounts

HackerRank helps companies like NVIDIA, Amazon, and Microsoft hire and upskill the next generation of developers based on skills, not pedigree. Our platform is trusted by over 2,500 of the world’s most innovative companies to build strong engineering teams ready for what’s next.

Software has entered an era where humans and AI build side by side. As this shift accelerates, the definition of strong technical talent is changing. We give companies better ways to identify and invest in next-generation skills.

People at HackerRank care deeply about the impact of their work and sweat the small details so our customers can be wildly successful with products they genuinely love to use. We move with urgency and believe great outcomes come from high standards.

About HackerRank

At HackerRank, we are on a mission to change the world to value skills over pedigree. We are a high-performing, mission-driven team that truly cares about the impact of our work. We believe speed and quality can coexist, and we take pride in building products and teams that help companies hire based on real ability.

We support over 2,500 companies and a global community of 26M+ developers. Our products help teams assess, interview, and upskill developers more effectively, while creating fairer and more predictive hiring processes.

About the Team

The Commercial Sales team spans all market segments from small, high growth start ups to large established enterprises. The defining factor for this team is working in a fast-paced, high-volume environment with responsibility for total customer experience and all commercial relations with assigned customers in the Americas region.

What you’ll do

- Lead, coach, and develop the Commercial Account Management team. Set clear performance expectations, support career growth, and build a culture of engagement, accountability, and strong customer outcomes.

- Own the team’s strategy and performance against commercial gross revenue retention, net revenue retention, renewal, and expansion ARR goals. Identify opportunities to reduce churn and grow the installed customer base.

- Equip the team with repeatable playbooks for account planning, renewals, value realization, and expansion leverage latest AI tools and approaches.

- Partner with account managers on critical customer moments, including complex renewals, commercial negotiations, and account recovery plans.

- Monitor customer health and early warning indicators. Coordinate with internal partners to address risk, develop save plans, and improve adoption and customer outcomes.

- Maintain accurate forecasts in Salesforce and provide clear visibility into renewals, ARR, churn, and expansion. Use pipeline and customer data to guide operating decisions and communicate risks and opportunities to leadership.

- Establish and improve core account management practices, including quarterly QBRs with customers, value realization frameworks, renewal planning, and upsell methods.

- Partner with Deal Desk, Finance, and Legal on renewal and expansion pricing, discount governance, contract structures, amendments, and redlines. Explain approved commercial and legal positions clearly to customers.

- Work closely with Product, Engineering, Marketing, and Sales to improve the end-to-end customer experience. Translate customer and market feedback into recommendations that support product adoption and account growth.

We are looking for

- 6+ years of experience in SaaS sales, account management, customer success, or renewals, including at least 2 years leading or managing a customer-facing, quota-carrying team.

- A track record of meeting or exceeding renewal, retention, and expansion goals, with a repeatable approach to account management and experience across high-touch and scaled customer models.

- Strong knowledge of SaaS economics, commercial account strategy, customer adoption, renewals, and negotiations.

- The ability to coach and motivate teams, set clear standards, bui