Strategic Account Manager

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

📋 Description

• Manage a portfolio of approximately 70 named strategic accounts; develop and implement an account plan for each that outlines current usage, unutilized modules/users, and clear strategies for growth.

• Achieve an annual expansion-ARR quota; provide accurate forecasts based on objective buyer interactions instead of seller optimism.

• Oversee renewals and retention across the portfolio, safeguarding and increasing ARR through proactive, value-oriented engagement.

• Cultivate multi-faceted relationships within each account (economic buyers, operations, IT, and procurement) to enhance organizational breadth beyond a single point of contact.

• Employ MEDDPICC methodology for expansion opportunities: verify economic buyers, collaboratively develop business cases, and pinpoint key compelling events (budget cycles, bonds, board approvals, and compliance requirements).

• Lead internal deal teams (Sales Engineering, Customer Success, and Product) to create customized expansion proposals and measurable ROI narratives (time saved, reduced downtime, compliance/audit defensibility).

• Synchronize engagement with customer purchasing schedules: prioritize educational accounts during the July–September budget period and December close, focus on commercial accounts in August–September, and utilize October–November for discovery and proposal development.

• Maintain meticulous CRM practices in Salesforce; ensure timely and accurate updates to pipeline, opportunities, and account information.

• Collaborate closely with the outgoing account owner throughout one complete renewal cycle for each account to guarantee a smooth transition.

⛳️ Requirements

• 7+ years of experience in B2B SaaS sales or account management, demonstrating a strong record of expanding and retaining enterprise/strategic accounts (beyond just net-new acquisition).

• Proven success in navigating intricate, multi-stakeholder sales processes; experience in selling to the public sector (K-12, Higher Education, Local Government) or other regulated, large-institution environments is highly preferred.

• Established experience managing a renewal and expansion portfolio while meeting an ARR-growth quota.

• Strong discipline in account planning and multi-threading; highly skilled with MEDDPICC or a comparable qualification framework.

• Practical experience with Salesforce (or a similar CRM) and contemporary sales technology (such as Gong).

• Exceptional written and verbal communication skills, with a proven ability to quickly establish trust with senior stakeholders.

• Self-driven, organized, adaptable, and capable of thriving in a remote, performance-focused setting.

🏝️ Benefits

• 100% company-covered health, dental, and vision insurance.

• Remote work: At FMX we prioritize remote work, but you are welcome to utilize our office as needed. We hold one company-wide event annually to help you connect face-to-face and build trust with your teammates. When in the office, enjoy complimentary snacks, beverages, and access to our office kegerator.

• Home office stipend: We provide everything necessary to perform your job effectively (company-provided laptop, headset, etc.). Additionally, we offer up to $500 to assist with equipment, furniture, and accessories. You will also receive $60/month to contribute towards your home internet connection.

• Generous PTO and UTO (unplanned time off) policies: If you're feeling unwell, why should that encroach on your vacation time?

• Flexible Schedule: We provide a flexible schedule to accommodate personal appointments, such as medical or dental visits, as long as performance expectations and project deadlines are met.

• Experience a collaborative culture and a tight-knit team: Our team is composed of dedicated, friendly individuals. We prioritize collaboration, transparency, continuous improvement, and work/life balance.