Mid-Market Account Manager

THE OPPORTUNITY:
This existing vacancy is open to candidates that reside near Chicago IL or Toronto ON for periodic in-person collaboration.

Are you a relationship-driven sales professional passionate about growing existing business through strategic expansion VelocityEHS is seeking a Mid-Market Account Manager to drive new software bookings from within our existing customer base. This is not a renewals or support role we have dedicated teams for that. Your sole focus is identifying opportunities to sell additional VelocityEHS products into current Mid-Market accounts and expanding our presence across departments users and solutions.

As the primary sales contact for your portfolio you will combine a consultative customer-centric approach with a hunters mindset always looking for ways to deepen our value and footprint. Youll help our customers unlock the full potential of VelocityEHS while driving meaningful growth and hitting aggressive expansion goals. If you thrive on uncovering whitespace selling multi-threaded and closing new deals with existing logos this is your next big move. in new business while making a difference in employee safety this is your role.

Primary Duties and Responsibilities

• Account Ownership: Serve as the primary sales point of contact for a portfolio of Mid-Market customers. Develop deep understanding of customers goals pain points and operational structure. Build multi-threaded relationships with champions influencers and senior executives to position VelocityEHS for growth. Stay disciplined and proactive in managing your book.
• Expansion & Upselling: Identify and close opportunities to expand existing customer accounts. Sell new products modules user licenses and platform solutions into current environments. Consistently exceed expansion quota by aligning value to emerging customer needs. Leverage your personal selling style coupled with following SOPs of sales process MEDDPICC qualification team selling multithreading to win opportunities.
• Strategic Conversations: Conduct outcome-oriented meetings focused on value realization feature adoption and new use cases. Leverage these discussions to surface growth opportunities and secure executive alignment.
• Internal Collaboration: Work closely with Customer Success and Renewals teams to stay informed on customer health onboarding progress and product usage trends. Coordinate efforts to ensure customers see ongoing ROI while you focus on strategic expansion.
• Account Planning: Build and maintain robust account plans to guide engagement strategy stakeholder mapping and whitespace prioritization. Use tools like Salesforce and 6sense to identify intent signals and expansion readiness. Be accountable to leading indicator KPIs that lead to pipeline growth and sales success.
• Forecasting & Pipeline: Maintain an accurate forecast of expansion opportunities. Own a 3 pipeline coverage model and regularly report updates risks and upside to sales leadership. Provide real-time updates in opportunity next step notes MEDDPICC fields and forecast categories. Submit Forecast on a proactive basis and at minimum aligned with forecast calendar.

Minimum Skills and Qualifications

• Sales Experience: 3 years of full-cycle quota-carrying B2B SaaS sales experience focused on Account Management and selling into existing customers.
• Complex Sales Cycles: Experience with longer or more complex sales cycles involving multiple stakeholders procurement and legal review.
• Top Performer Track Record: Proven ability to exceed sales targets consistently outperform peers and close deals in competitive sales environment
• Prospecting Mastery: Skilled at self-sourcing leads working cold outbound leveraging intent data establishing and working referrals using tools like ZoomInfo 6sense and LinkedIn Sales Navigator.
• Methodical Approach: Experience with structured sales methodologies like MEDDPICC Richardson Challenger and/or SPIN. Disciplined with qualification follow-up and pipeline hygiene.
• Tech-Savvy: Proficient in sales tools like: Salesforce Outreach Gong G2.. Able to leverage data and insights to prioritize activity market trends and improve outcomes.
• Communication & Negotiation: Exceptional verbal and written communication skills with the executive presence to sell and negotiate with VP and C-level stakeholders.
• Resilient & Competitive: Adaptable tenacious self-motivated and goal-oriented with a love of challenges strong work ethic and a drive to win in a fast-paced environment.
• Bachelors Degree or Equivalent Experience: Degree in Business Communications or related field preferred though not required.

Preferred Skills and Qualifications

• Formal Sales Training: Completion of formal training in a recognized methodology (e.g. MEDDPICC certification)
• Vertical Experience: Domain knowledge in relevant industries such as Manufacturing Chemical Pharmaceutical Food & Beverage Oil & Gas and Mining is a plus.
• Data-Driven Decision Making: Ability to interpret performance data and apply insights to optimize personal sales strategies.

Why Join our Sales Team

• Mission with Meaning: Sell solutions that help companies create safer more sustainable workplaces and make a real-world impact.
• Market Leadership: Join the clear category leader in EHS/ESG software trusted by 10 million users worldwide.
• Expansion-Focused Role: No renewals or support tasks - your job is to drive new software bookings from existing accounts
• Uncapped Earnings: Competitive base salary and uncapped commission with aggressive accelerators.
• Career Growth: Clear promotion paths into senior sales enterprise roles or leadership.
• Award-Winning Culture: Recognized as a Top Workplace with a coaching-driven team-first environment
• Coaching Culture: Join a team with long-tenured leadership consistent coaching and a strong peer culture.
• Remote Flexibility: Our remote-first work plan that allows you to balance your productivity with reduced stress and work from home with commute-free employment.
• Modern Tools: Access to the full VelocityEHS sales stack investing in your success Salesforce Outreach Gong 6sense ZoomInfo LinkedIn Sales Navigator and more.

VelocityEHS is committed to competitive fair and equitable compensation practices by offering market-based salary ranges. The expected On-Target Earnings (OTE base salary variable) range for this position is between $87500 and $135150 USD (United States) or $88300and $129700 CAD (Canada) with variable earning opportunities uncapped. We aim to hire between the minimum and midpoint of the salary range and offers at the maximum of the range are uncommon. The final offered salary will be based on candidates proficiency in skill set prior relevant experience internal equity market considerations and other factors. This role is eligible for a Variable Pay Program. This role is also eligible for our comprehensive benefits package.

If youre ready to grow strategic accounts close meaningful deals and accelerate your career with a purpose-driven company we want to meet you.

We welcome and encourage diversity in the workplace. VelocityEHS is an Equal Opportunity and Affirmative Action Employer. All qualified applicants will receive consideration for employment without regard to age race color national or ethnic origin religion sex sexual orientation gender identity or expression marital status family status veteran status Indigenous/Native American status or disability. Applicants with disabilities can request accessible formats communication supports or other accessibility assistance by contacting

Headhunters and recruitment agencies may not submit resumes/CVs through this website or directly to managers. VelocityEHS does not accept unsolicited headhunters and agency resumes. VelocityEHS will not pay fees to any third-party agency or company that does not have a signed agreement with VelocityEHS.

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Required Experience:

Manager