Team Leader - Account Managers (Customer Success)
Pubblicato il 21-09-2026 - AlfaDocs.com in Milano
Alfadocs is a SaaS platform for dental practices. Account Managers are our growth catalysts: each owns a portfolio of ~500 practices, acting as their main point of contact and driving revenue growth through upsell/upgrade, retention, and qualified referrals — all executed through our WIN Framework (Buyer-centric way of selling + diagnostic selling). The Team Leader leads this team. This is a player-coach leadership role: you own the team’s commercial results, raise execution quality call by call, and keep the AM motion tightly aligned with the rest of Customer Success (CSMs, Onboarding, Support). Key Responsabilities
- Coach and mentor the team. Run regular call reviews using the Gong WIN Framework scorecard (Diagnosis, CODN, Solution Fit, Negotiation, Objection Handling, Close). Develop each AM’s buyer-centric-selling, objection-handling, and referral-generation skills through structured 1:1s and feedback loops.
- Drive performance management. Set clear expectations and help every AM reach their full potential. Spot development needs early and turn them into structured, time-bound growth plans with concrete targets, hands-on support, and regular checkpoints — so that progress is visible and every team member has a path to success.
- Own the team KPIs end to end. Full accountability for the team’s commercial results (see below), including forecasting, smart-list/portfolio prioritisation, and corrective action when targets drift.
- Drive full alignment with peers. Keep the AM motion in sync with CSMs, Onboarding, and Support — clean handoffs, shared context in HubSpot, and a seamless customer experience across the journey.
Requirements
- Experience leading or mentoring a sales / account management / customer success team, ideally in B2B SaaS.
- A track record of owning revenue KPIs (expansion, retention, NRR).
- Strong coaching instincts and comfort giving direct, structured feedback — including managing underperformance.
- Fluency in value-based / consultative selling and objection handling.
- Confident with CRM-driven workflows (HubSpot) and call-coaching tools (Gong).
- Italian and English.
Administrative Info
- Location: Milano, Italia (Via Eritrea n. 21, 20157 - Palazzo Tecniche Nuove)
- Hybrid-setting: 2-3 days per week in the office
- Contract: Every Alfa begins their journey with a fixed-term contract of 1 year with the aim of renewing to an indefinite term.
- Equipment: laptop, phone, headphones, keyboard, mouse, and a dedicated office monitor.
- Salary: 40K-45K + 15% premio OTE
- Working hours: Monday - Friday | 09:00 - 18:00 | 1-hour lunch break
- Trial Period: 1 month
- Start Date: September 2026
Benefits
- Welfare bonus on a monthly basis
- Bonus for paid English or German language courses.
- Training courses, books, workshops, and team-building activities for personal and professional growth.
- Partnership with Serenis (an online psychotherapy platform) - three sessions offered if needed.
- Team Building Budget
- Team Development Budget
- Regular company reunions (yearly meetups, Christmas dinner)
- Snacks and fruit are always available in the office, along with good beer at the end of the week.
Selection Process
- HR (30 min)
- Team Leader & Head of CS (60 min)
- Team meeting (60 min)