Enterprise Account Manager
Enterprise Account Manager
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$ 114100 - 177000
1 Vacancy
Job Description
THE OPPORTUNITY:
This existing vacancy is open to candidates that reside near Chicago IL or Toronto ON for periodic in-person collaboration.
Are you an experienced relationship-builder who thrives on expanding business with complex enterprise customers VelocityEHS is looking for an Enterprise Account Manager to grow software bookings within existing enterprise accounts. This role is not about renewals or support. 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.
Primary Duties and Responsibilities
- Account Ownership: Be the primary sales contact for a portfolio of enterprise customers. Build deep understanding of their priorities org structure and strategic initiatives.
- Growth & Expansion: Identify and close opportunities to expand current accounts. Sell new modules users and platform solutions across departments and geographies.
- Strategic Selling: Lead outcome-driven discussions focused on business impact and solution value. Leverage adoption data product trends and feature usage to surface growth opportunities.
- Orchestration & Collaboration: Drive team selling by coordinating internal VelocityEHS stakeholders including Customer Success Solutions Consultants and Executives. Manage complex deal processes including procurement legal and security reviews.
- Account Planning: Maintain strategic account plans with clear goals stakeholder maps whitespace and engagement strategies.
- Forecasting & Pipeline Discipline: 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.
- Executive Engagement: Build and nurture senior-level relationships across your accounts. Use in-person meetings (1020% travel expected) to deepen strategic alignment and unlock growth.
Minimum Skills and Qualifications
- Sales Experience: 5 years of full-cycle quota-carrying B2B SaaS sales experience focused on Account Management and selling into existing
customers. - Enterprise Account Expertise: Experience expanding business within large complex customer accounts (5K employees)
- 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 a 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.
- Related Experience: EHS/ESG industrial software or regulated industries
- RFP Management: Comfort managing RFPs procurement and legal/security reviews
- 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: Promotions into senior sales and leadership roles available for high performers
- 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 $114100 and $177000 USD (United States) or $120000and $165550 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.
#BI-Remote
Required Experience:
Manager
Employment Type
Full-Time
