Enterprise Account Manager

📋 Description

• Engage proactively with assigned enterprise customer accounts to comprehend business requirements and convey product value.

• Establish and nurture relationships with essential client stakeholders to guarantee enduring partnerships and the health of accounts.

• Perform regular QBRs (Quarterly Business Reviews) and account planning meetings to align on objectives and uncover growth possibilities.

• Provide customized product demonstrations (RealGreen, PestPac) that align with customer priorities and meet demo certification standards.

• Oversee the entire expansion sales process: from needs assessment through negotiation and closure, including the preparation of sales contracts.

• Upsell and cross-sell additional products and services to enhance ARR growth across parent and child accounts.

• Maintain a robust pipeline of whitespace opportunities; meet monthly, quarterly, and annual ARR targets.

• Ensure precise forecasting, CRM maintenance, and pipeline management within Salesforce.

• Collaborate cross-functionally with internal teams (support, product, sales engineering) to meet client needs and promote customer success.

• Adhere to best practices in sales methodology (MEDDPICC) to consistently enhance win rates.

⛳️ Requirements

• A consultative, relationship-driven seller capable of expanding existing accounts.

• Strong business acumen with the ability to identify client challenges and align them with solutions.

• Self-motivated, organized, and resourceful in generating expansion revenue.

• A positive, team-oriented attitude with a commitment to fostering lasting client relationships.

• Demonstrated success in achieving or surpassing ARR quotas.

• Excellent communication, negotiation, and interpersonal skills with the capacity to build trust-based relationships.

• Ability to work autonomously, manage multiple priorities, and navigate complex client organizations.

• Proficiency in Salesforce, Salesloft, and sales enablement tools.

• Familiarity with MEDDPICC methodology or other enterprise sales frameworks.

• 3–5 years of experience in SaaS sales/account management, preferably with enterprise accounts.

• Bachelor’s degree or equivalent experience.

🏝️ Benefits

• Employees can anticipate a comprehensive benefits package, which includes health and dental coverage as well as a 401k plan with company match.

• Achieve your ideal work/life balance with our Flexible Time Off policy or generous PTO plan (dependent on role) and paid holidays.

• Up to 4 weeks of paid bonding leave.

• Tuition reimbursement.

• A robust Employee Assistance Program through TotalCare providing free counseling 24/7/365, along with financial counseling, legal guidance, adoption assistance services, and much more!

• 24/7 access to virtual medical care via Teladoc.

• Quarterly awards based on nominations from peers.

• Regional discounts and perks.

• Opportunities to engage in charitable events and contribute to the community.