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 employees also have the opportunity to become a PTC shareholder through our employee share purchase program (ESPP) which allows for the purchase of discounted PTC stock. Certain roles may also be eligible for participation in our equity programs. Employees may be eligible for medical, dental and vision insurance, paid time off and sick leave, tuition reimbursement, 401(k) contributions and employer match, flexible spending accounts, life insurance, disability coverage and if you are an office-assigned employee, a generous commuter subsidy. All total rewards and benefits programs are subject to plan eligibility and other terms and conditions. “This position is not eligible for employment-based immigration sponsorship. Applicants must be authorized to work in the United States without requiring current or future sponsorship from PTC.”
For more information about PTC’s comprehensive benefits, please visit our Careers Page.
Life at PTC is about more than working with today’s most cutting-edge technologies to transform the physical world. It’s about showing up as you are and working alongside some of today’s most talented industry leaders to transform the world around you.
If you share our passion for problem-solving through innovation, you’ll likely become just as passionate about the PTC experience as we are. Are you ready to explore your next career move with us?
We respect the privacy rights of individuals and are committed to handling Personal Information responsibly and in accordance with all applicable privacy and data protection laws. Review our Privacy Policy here."
