Enterprise Account Manager

This is a fully remote position, open to applicants in United States.

📋 Description

• Drive commercial growth.

• Manage the commercial relationships for a portfolio of key enterprise accounts.

• Achieve retention, expansion, and revenue growth targets for the entire portfolio.

• Develop and implement account plans that include clear objectives, stakeholder maps, growth strategies, and action plans.

• Establish and utilize relationships with senior decision-makers and executive sponsors to foster retention, growth, and strategic initiatives.

• Increase expansion revenue.

• Actively identify, qualify, and secure upsell and cross-sell opportunities.

• Build a sales pipeline from the existing customer base instead of depending solely on inbound demand or renewal cycles.

• Utilize product innovation, regulatory shifts, customer initiatives, and business challenges to uncover growth opportunities.

• Develop business cases and commercial strategies that sway customer investment decisions.

• Navigate complex enterprise sales processes.

• Oversee multi-stakeholder buying processes involving HR, Compensation, Finance, IT, Procurement, and Legal teams.

• Direct commercial negotiations, renewal discussions, and executive alignment activities.

• Maintain accurate forecasts, qualification criteria, close plans, and opportunity management using MEDDICC or a comparable methodology.

• Create urgency and facilitate decision-making while preserving long-term customer relationships.

• Collaborate effectively across the organization.

• Partner with Customer Success, Services, Support, Product, and Pre-Sales teams while retaining ownership of commercial strategy, account growth, and revenue results.

• Ensure operational challenges are addressed through the appropriate channels while keeping a focus on commercial objectives.

• Represent the executive voice of the customer internally and the commercial voice of beqom externally.

• Utilize product roadmap, regulatory drivers, adoption insights, and usage data to initiate relevant growth discussions.

⛳️ Requirements

• Over 7 years of experience in enterprise B2B account management, strategic account management, or customer-facing sales positions.

• Proven success in meeting and exceeding revenue targets within an existing customer base.

• Demonstrated capability to create expansion opportunities even when no active buying initiatives were present initially.

• Experience in managing complex enterprise clients with long-term relationships and multiple stakeholders.

• Strong commercial and negotiation skills, with the ability to lead challenging discussions about value, pricing, scope, and investment decisions.

• Experience in building a sales pipeline proactively rather than relying mainly on inbound opportunities.

• Solid forecasting, qualification, and opportunity management discipline.

• Ability to function effectively in complex environments with competing priorities, demanding clients, and cross-functional teams.

• Comfortable challenging customers, generating urgency, and advancing decisions without harming long-term relationships.

• Familiarity with MEDDICC or another enterprise sales methodology.

• Exceptional communication, presentation, and executive engagement abilities.

• Willingness to travel regularly across North America.

🏝️ Benefits

• Health insurance.

• Flexible working hours.

• Professional development opportunities.