About the episode:
In this episode, Michael and Tim dive into why account management is the most underappreciated role in SaaS and how to fix it. They discuss why AMs need to be in the room from day one, how to turn around at-risk accounts, and why companies need to start investing in post-sales teams the same way they invest in new business acquisition.
About the guest:
Tim Work is a Senior Director at Actabl with 20 years of experience in sales leadership, specializing in account management and customer success across B2B organizations. He's passionate about transforming AM from a transactional role into a strategic revenue-generating function and helps companies protect their base while driving expansion in today's competitive landscape.
Where to find Tim Work:
LinkedIn: https://www.linkedin.com/in/tim-work-revenue-enablement/
Where to find Michael (Founder & CEO @ SellMeThisPen AI):
Email: michael@sellmethispen.ai
LinkedIn https://www.linkedin.com/in/michaelocean/
Try SellMeThisPen AI @ https://www.sellmethispen.ai/
At SellMeThisPen, we help sales leaders transform team performance without adding headcount or management overhead ✨
Our AI roleplay and coaching platform enables your reps to practice with realistic scenarios tailored to your use case, then receive personalized feedback after every interaction - real client calls or AI simulations.
The result?
👉 Faster onboarding
👉 Consistent methodology adoption
👉 Continuous skill development that scales across your entire team.
Your reps get unlimited practice in a safe environment, real-time call assistance, and objective coaching that reinforces your sales framework. No more “hoping training sticks”, see measurable improvement in deal outcomes.