SMB Account Manager

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

📋 Description

• Manage a portfolio of SMB accounts as the primary advisor and main point of contact.

• Retain, develop, and ensure the success of client accounts.

• Conduct insightful discovery discussions and evaluate account health.

• Create and implement proactive account strategies aligned with client business objectives.

• Expand accounts through specialized talent, HireGlobal’s global hiring and payroll, and service offerings.

• Oversee expansion opportunities through qualification, proposal, negotiation, and closing processes.

• Keep accurate pipeline and forecasting data in Salesforce (SFDC).

• Analyze demand signals and platform data to uncover unexpressed client needs.

• Execute outreach and engagement campaigns, including Salesloft cadences.

• Manage the client experience from kickoff onward, ensuring engagements stay on track.

• Address client concerns and escalate complex issues to Client Experience.

• Collaborate with Talent Operations, Delivery, HireGlobal, and service experts.

• Communicate with clients and colleagues via Zoom and Slack.

• Review calls, solicit feedback, and share insights with the team.

• Complete onboarding, sales training, mock calls, and role-playing scenarios.

• Conduct client introductions, discovery calls, and account health check-ins.

• Build qualified expansion pipelines and maintain precise forecasts.

• Achieve or surpass revenue and expansion targets.

• Mentor new team members and share best practices in account management.

⛳️ Requirements

• A Bachelor’s degree is mandatory.

• Over 3 years of B2B account management or sales experience, with a proven record of meeting or exceeding revenue quotas.

• At least 1 year of experience in a software consulting or tech sales role, with a strong understanding of the software project lifecycle.

• Demonstrated ability to grow and retain existing client accounts, create and close expansion opportunities, engage new decision-makers, and link new business needs with additional solutions.

• Experience managing multiple accounts simultaneously.

• Capability to translate client business goals into actionable recommendations and project scopes.

• Experience maintaining accurate pipeline, forecast, and account data within a CRM system.

• Exceptional written and verbal communication skills.

• Ability to excel in a fast-paced, rapidly evolving company while managing diverse clients and competing deadlines.

• Excellent time management skills.

• Familiarity with a recognized sales methodology such as MEDDPICC, Challenger, SPIN, Sandler, or similar.

• Experience selling multiple products or service lines within the same account.

• Knowledge of global hiring, EOR, or payroll concepts.

• Proficiency with modern sales tools, including AI-assisted research, call review, and CRM workflows.

• Resumes and communications must be submitted in English.

• Visa sponsorship or assistance is not provided.

🏝️ Benefits

• Fully remote work environment.

• Support for onboarding and integration.

• Tailored sales and industry-specific training.

• Professional development through feedback, call reviews, and coaching.

• Opportunities to mentor new team members and advance towards senior-level partnership responsibilities.