Mid-Market Account Manager

Opportunity VelocityEHS is seeking a Mid‑Market Account Manager to drive new software bookings from within our existing customer base. This role is not focused on renewals or support – those teams are dedicated. Your sole focus is identifying opportunities to sell additional VelocityEHS products into current Mid‑Market accounts and expanding our presence across departments, users, and solutions. As the primary sales contact for your portfolio, you will combine a consultative, customer‑centric approach with a hunter’s mindset, always looking for ways to deepen our value and footprint. If you thrive on uncovering whitespace, selling multi‑threaded, and closing new deals with existing logos, this is your next big move. Primary Duties & Responsibilities Account ownership – serve as the primary sales point of contact for a portfolio of Mid‑Market customers. Develop a deep understanding of customers’ goals, pain points, and operational structure. Build multi‑threaded relationships with champions, influencers, and senior executives to position VelocityEHS for growth. Stay disciplined and proactive in managing your book. Expansion & upselling – identify and close opportunities to expand existing customer accounts. Sell new products, modules, user licenses, and platform solutions into current environments. Consistently exceed expansion quota by aligning value to emerging customer needs and following SOPs of the sales process, MEDDPICC qualification, team selling, and multi‑threading. Strategic conversations – conduct outcome‑oriented meetings focused on value realization, feature adoption, and new use cases to surface growth opportunities and secure executive alignment. Internal collaboration – work closely with Customer Success and Renewals teams to stay informed on customer health, onboarding progress, and product usage trends, ensuring customers see ongoing ROI while you focus on strategic expansion. Account planning – build and maintain robust account plans to guide engagement strategy, stakeholder mapping, and whitespace prioritization. Use tools like Salesforce and 6sense to identify intent signals and expansion readiness. Be accountable to leading‑indicator KPIs that lead to pipeline growth and sales success. Forecasting & pipeline – 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 proactively and at minimum aligned with the forecast calendar. Minimum Skills & Qualifications Sales experience – 3+ years of full‑cycle, quota‑carrying B2B sales experience in SaaS or a similar industry, with at least 1 year in SaaS sales focused on account management and selling into existing customers. 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 referrals, and using tools like ZoomInfo, 6sense, and LinkedIn Sales Navigator. Methodical approach – experience with structured sales methodologies such as MEDDPICC, Richardson, Challenger, or SPIN. Disciplined with qualification, follow‑up, and pipeline hygiene. Tech‑savvy – proficient in sales tools like Salesforce, Outreach, Gong, and 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. Bachelor’s degree or equivalent experience – degree in Business, Communications, or related field preferred, though not required. Preferred Skills & 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. 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; drive new software bookings from existing accounts. Uncapped earnings – competitive base salary and uncapped commission with aggressive accelerators. Career growth – clear promotion paths into senior sales, enterprise roles, or leadership. Award‑winning culture – recognized as a Top Workplace with a coaching‑driven, team‑first environment. Coaching culture – long‑tenured leadership, consistent coaching, and a strong peer culture. Remote flexibility – our remote‑first work plan allows you to balance productivity with reduced stress and commute‑free employment. Modern tools – access to the full VelocityEHS sales stack, including Salesforce, Outreach, Gong, 6sense, ZoomInfo, and LinkedIn Sales Navigator. Compensation On‑Target Earnings (OTE = base salary + variable) range: $87,500 – $135,150 USD (United States) or $88,300 – $129,700 CAD (Canada). The final offered salary will be based on candidate proficiency, prior experience, internal equity, market considerations, and other factors. This role is eligible for a variable pay program and a comprehensive benefits package. Application Process If you’re ready to grow strategic accounts, close meaningful deals, and accelerate your career with a purpose‑driven company, we want to meet you. EEO Statement VelocityEHS welcomes and encourages diversity in the workplace. VelocityEHS is an Equal Opportunity and Affinity 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 hrpolicy@ehs.com. #J-18808-Ljbffr