- Company Name
- VelocityEHS
- Job Title
- Mid-Market Account Manager
- Job Description
-
Job Title: Mid‑Market Account Manager
Role Summary: Own a portfolio of established mid‑market B2B SaaS customers and drive product expansion through strategic, multi‑threaded selling. Focus on identifying and closing upsell opportunities, deepening cross‑departmental adoption, and exceeding expansion quotas.
Expectations: • Deliver full‑cycle sales within existing accounts and maintain a robust pipeline. • Meet or exceed aggressive expansion targets and forecast accuracy. • Build and maintain executive‑level relationships and execute multi‑threaded account plans. • Collaborate closely with customer success, renewals, and other internal stakeholders to ensure continuous value delivery.
Key Responsibilities: • Own account ownership: serve as the primary sales contact, develop deep customer insight, and map stakeholders. • Identify and close upsell/up‑market opportunities for new modules, licenses, and platform solutions. • Conduct value‑oriented strategic conversations with executives to surface growth opportunities. • Coordinate with customer success and renewals to track health, usage, and ROI. • Build detailed account plans, stakeholder maps, and whitespace prioritization. • Maintain a 3× pipeline coverage, submit accurate forecasts, and update MEDDPICC fields. • Use Salesforce, 6sense, Outreach, Gong, and other sales tools to manage data and insights.
Required Skills: • 3+ years of full‑cycle, quota‑carrying B2B SaaS sales experience; at least 1 year in account management of existing customers. • Proficiency with complex, multi‑stakeholder sales cycles (procurement, legal). • Proven track record of exceeding sales targets and closing deals in competitive environments. • Expert prospecting: cold outbound, intent data, referrals, ZoomInfo, 6sense, LinkedIn Sales Navigator. • Methodical sales methodologies (MEDDPICC, Richardson, Challenger, SPIN). • Tech‑savvy: Salesforce, Outreach, Gong, G2, and data‑driven forecasting. • Excellent executive‑level communication, negotiation, and presentation skills. • Resilient, self‑motivated, goal‑oriented with a competitive drive.
Required Education & Certifications: • Bachelor’s degree in Business, Communications, or related field (or equivalent experience). • MEDDPICC certification or completion of formal sales training is preferred. • Domain experience in manufacturing, chemical, or related industries is an advantage.