Head of Account Management

Note: Hybrid Schedule - Work remotely on Monday, Thursday, Friday, and in-office Tuesday and Wednesday.

Location: Scottsdale, AZ or New York (hybrid)

What You'll Do

• Lead, coach, and develop a team of Account Managers responsible for managing Co-Counsel relationships across the network.
• Build a high-performance culture anchored in ownership, accountability, and data-driven decision-making.
• Set clear goals, establish operating rhythms, and create the structures your team needs to consistently execute at a high level.
• Hire and develop exceptional talent as the team scales.
• Own the long-term strategy for Co-Counsel growth, performance, and retention — including how we segment, prioritize, and invest in the attorney network.
• Define what "great" looks like across supply KPIs (conversion rates, case volume, quality, retention, capacity) and build the roadmap to get there.
• Identify structural opportunities and risks across the network — by geography, case type, or attorney cohort — and lead the team in addressing them.
• Balance short-term performance management with long-term network building.

Cross-Functional Partnership

• Serve as the senior leader representing supply in cross-functional conversations with Product, Operations, CX, Legal, and executive leadership.
• Translate supply realities into business cases — advocating for the attorney network while aligning to company-wide goals.
• Partner closely with Managing Attorneys and state-level leadership to ensure supply performance maps to client and case demand.
• Bring the attorney perspective into decisions about product, pricing, and operational policy.

Performance & Analytics

• Establish the measurement framework for supply — defining what metrics matter, how they're tracked, and how they inform strategy.
• Stay close to the data: able to move fluidly between high-level trends and account-level detail.
• Build and maintain visibility across the full Co-Counsel network so leadership always has a clear picture of health and risk.
• Drive quarterly and annual planning for the supply function, including goal-setting, headcount, and investment priorities.

Requirements

Who You Are

• Experienced Leader: 10+ years in account management, partner success, or B2B relationship management - with at least 5+ years leading and developing teams. Experience in SaaS, marketplace, or professional services strongly preferred.
• Strategist & Operator: Comfortable setting a long-term vision and then rolling up your sleeves to execute. You know how to move between the 30,000-foot view and the details without losing either.
• Data-Driven: You build strategies on data, not instincts alone. You're fluent in KPIs, dashboards, and translating numbers into decisions.
• Builder: You thrive in ambiguity. You've built functions — not just managed them — and you get energy from creating structure in evolving environments.
• Influential Communicator: You lead through influence as much as authority, and you're able to align cross-functional stakeholders around a shared direction.
• Owner: You hold yourself and your team accountable. You push for results and celebrate wins, but you're honest when something isn't working and fast to course-correct.

Bonus Points

• Familiarity with the following platforms: Claude, Salesforce, Tableau, Slack, Google Workspace, Vonage, Dialpad.
• Knowledge of the legal industry or law firm operations.
• Experience scaling a supply-side or partner network in a marketplace or two-sided business.
• AI-forward mindset: Open to using tools like Claude, Google Gemini, or other AI to increase team efficiency, create resources, or innovate workflows.