Mid Market Account Manager

WHAT YOU'LL DO:

• Drive growth across assigned accounts by positioning WorkWave's comprehensive solutions to unlock new business value (including our signature WinTeam ERP, Timegate workforce management platform, integrated payments, and our new AI-powered analytics suite, Wavelytics).
• Build and maintain relationships with key client stakeholders to ensure long-term partnerships and account health.
• Lead high-impact QBRs and visionary account planning sessions to align on strategic priorities, expose hidden operational gaps, and hunt for high-value expansion opportunities.
• Deliver tailored product demonstrations in lockstep with Sales Engineers to showcase client priorities, and that position WorkWave as an essential long term partner.
• Manage the full expansion sales cycle: from needs discovery through negotiation and deal closing, including preparation of sales agreements.
• Maintain a healthy pipeline of whitespace opportunities; achieve monthly, quarterly, and yearly ARR quotas.
• Ensure accurate forecasting, CRM hygiene, and pipeline management within Salesforce.
• Collaborate cross-functionally with internal teams (customer success, product, sales engineering) to align resources and drive deal execution.
• Follow best practices in sales methodology (MEDDPICC) to consistently improve win rates.

WHAT SUCCESS LOOKS LIKE:

• ARR Quota Attainment (monthly/quarterly/yearly)
• Daily/weekly/monthly activity targets (call volume, demos set/kept, pipeline progression)
• Successful execution of QBRs and account plans
• Demonstrated expansion across whitespace and multi-product opportunities

WHAT YOU'LL BRING:

• A consultative, relationship-first seller who can expand existing accounts
• Strong business acumen and ability to identify client challenges and map them to solutions
• Self-motivated, organized, and resourceful in driving expansion revenue
• Positive, team-oriented mindset with a passion for building lasting client partnerships
• Proven track record of achieving or exceeding ARR quota
• Strong communication, negotiation, and interpersonal skills with the ability to build trust-based relationships
• Ability to work independently, 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 SaaS sales/account management experience, preferably with enterprise accounts
• Bachelor’s degree or equivalent experience
• Ability to travel up to 25% of the time for client meetings and company conferences