Account Manager

Location: Ideally based in New York, New Jersey, or Pennsylvania, with the ability to commute to our New York City office 3 to 4 times per month What’s Shade? Shade is scaling fast. In 18 months, we've built the combined technology of FrameIO (acquired by Adobe for $1.275B) and LucidLink ($40M ARR), layered with proprietary AI for visual search and video labeling. We process thousands of hours of video per day, powering end-to-end workflows for major customers across post-production, creative agencies, sports, and internal media teams—including Salesforce, Grüns, HelloFresh, Related, Deloitte, and Motorola. We're growing 150% QoQ with 120% NRR. Backed by Khosla Ventures, General Catalyst, Contrary, and Bling. What's next We're building the platform creative teams actually need. We're not here to generate AI slop—we're eliminating the tedious parts of creative work: waiting for downloads, manually tagging files, sorting archives, license verification. Because we operate at the file system level, we're positioned as critical infrastructure for how creative teams store, access, and leverage their media. That foundation unlocks endless possibility. Takeaway We're laying the tracks as we drive the train. You’re getting in on the ground floor of the next Cursor or Figma. ABOUT THE ROLE We’re hiring an Account Manager to help scale customer growth and retention during a period of rapid company growth. As an Account Manager at Shade, you will own the commercial relationship across a growing book of mid-market and enterprise customers. You’ll inherit existing accounts, drive renewals, identify and close expansion opportunities, and partner closely with cross-functional teams to help customers get more value from Shade over time. This is a high-impact, high-visibility role for someone who wants to build, not just maintain. You’ll work directly with the Head of Account Management and have regular exposure to sales leadership, the C-suite, Engineering, and Customer Success as you help shape how Shade grows and serves its customers. Success in this role requires strong commercial instincts, genuine curiosity, thoughtful discovery skills, and comfort using AI tools to work faster, improve execution, and operate effectively in a fast-paced environment. WHAT YOU’LL DO - Lead commercial conversations including pricing, packaging, negotiation, renewal strategy, and close - Own renewals and expansion across a growing book of mid-market and enterprise accounts - Identify growth opportunities across additional users, teams, workflows, and broader organizational adoption - Build and manage relationships across end users, champions, buyers, and executive stakeholders - Act as a strategic advisor by understanding customer workflows, pain points, goals, and business priorities, then aligning Shade to those needs - Help customers expand their use of Shade by identifying opportunities tied to AI-powered search, automated metadata, transcription, review and approval, and broader collaboration workflows that can drive deeper adoption and account growth - Partner closely with Technical Customer Success Managers and Implementation Specialists to support onboarding, adoption, rollout planning, and long-term success - Co-create QBRs and success plans that drive retention, feature adoption, deeper workflow activation, and growth - Surface customer feedback and market insight to Product and leadership to help shape roadmap and company priorities - Support escalations when needed in partnership with the broader customer success and technical teams - Help build and improve account management processes and best practices as the team grows WHAT WE’RE LOOKING FOR - 4 to 6+ years of experience in Account Management or similar post-sale commercial roles in SaaS - Strong track record owning renewals, expansions, and multi-stakeholder commercial relationships - Experience managing a book of 50 to 100+ mid-market and/or enterprise accounts - Ability to navigate both strategic customer conversations and operational follow-through - Strong commercial judgment and comfort owning pricing and negotiation conversations - Proven ability to work cross-functionally with customer success, implementation, support, product, sales, and leadership - Strong discovery skills and the ability to uncover business pain, understand customer priorities, and drive toward meaningful outcomes - Strong AI tool acumen, with the ability to use AI to accelerate internal workflows, improve personal and team efficiency, and drive better execution - Clear communicator with strong organizational skills and high attention to detail - Comfortable operating in a fast-paced, evolving startup environment - Genuinely curious, resourceful, adaptable, and driven - Excited by building, not just maintaining, and motivated by the opportunity to help shape a growing function NICE TO HAVE - Experience across both Account Executive and Account Manager roles - Experience in media, post-production, creative operations, creative technology, collaboration software, or other software used in complex team-based workflows - Familiarity with customers in agencies, studios, brands, sports, broadcasters, or post-production organizations WHY JOIN SHADE This is an opportunity to join Shade at an exciting stage of growth and become the second Account Manager on the team. You’ll work directly with the Head of Account Management, help scale a fast-growing book of business, and play a foundational role in shaping how account management evolves as the company grows. You’ll have high visibility with sales leadership and the C-suite, direct collaboration with Engineering and Customer Success, and real influence on how Shade serves and grows its customer base. We offer competitive pay and the opportunity to make an outsized impact inside a rapidly scaling company. If you want to own meaningful customer revenue, work closely with smart cross-functional partners, and help build a high-impact account management function, we’d love to meet you.