Mid-Market Account Manager

Summary

Join Fleetio as a Mid-Market Account Manager to cultivate lasting relationships with clients, optimizing value and achieving strategic goals. You will act as a liaison between clients and the organization, enhancing customer experience and product utilization. Responsibilities include uncovering growth opportunities, driving annual recurring revenue (ARR) and net recurring revenue (NRR), collaborating with the Customer Success team, and partnering with Enterprise Account Executives. The role requires 3+ years of sales and enterprise account management experience, exceeding quotas, managing a significant book of business, and navigating the customer lifecycle. Successful candidates will possess strong presentation skills, be comfortable interacting with C-suite executives, and thrive in a fast-paced environment. Fleetio offers a comprehensive benefits package including health, dental, vision, and retirement plans, paid time off, parental leave, and professional development funds.

Requirements

• 3+ years of sales and Enterprise Account Management experience with a track record of exceeding the quota-carrying role
• Owning and navigating a book of business of 150+ accounts
• Experience owning customer relationships throughout the customer lifecycle (from onboarding to utilization and expansion)
• Experience understanding customers' business objectives, relationship elevation, opportunity discovery, and articulating both the strategic and financial value
• Experienced and comfortable addressing C-Suite executives, operations managers, and sales executives
• Keen sense of timing, killer presentation skills, and the confidence to push back when necessary
• Ability to remain focused and disciplined with your time
• Results-driven, highly organized, and the ability to thrive under pressure
• Resourceful and determined, yet not afraid to ask for help
• Excited by technology and its ability to make you more productive
• Working in high paced, rapidly changing organization
• Ability to travel as needed

Responsibilities

• Develop long-term, mutually beneficial relationships within our customer account base to meet strategic goals and optimize value in both companies
• Liaise between the customer and the entire organization to optimize customer experience and product utilization while nurturing strategic relationships to solidify long-term partnerships
• Uncover opportunities within existing key accounts and demonstrate the strategic and financial value our partnership brings to our customers
• Drive ARR by aligning our products with customer goals and objectives, and partnering with key stakeholders to achieve business objectives
• Achieve NRR objectives through managing renewals, upselling products, and negotiating complex contracts that drive efficiencies for our customers and additional revenue opportunities for the business
• Collaborate with the Customer Success team to maximize product adoption and optimization, value, and satisfaction
• Partner with Enterprise Account Executives to maximize the buyer experience and continue the momentum gained throughout the sales process
• Communicate and present product demonstrations over the web, in person, and telephone
• Serve as a thought leader and industry expert by providing meaningful industry insights and relevant trends and challenges

Benefits

• Multiple health/dental coverage options (100% coverage for employee, 50% for family)
• Vision insurance
• Incentive stock options
• 401(k) match of 4%
• PTO - 4 weeks (increases at year two!)
• 12 company holidays + 2 floating holidays
• Parental leave - birthing parent (16 weeks paid) non-birthing (4 weeks paid)
• FSA & HSA options
• Short and long term disability (short term 100% paid)
• Community service funds
• Professional development funds
• Wellbeing fund - $150 quarterly
• Business expense stipend - $125 quarterly
• Mac laptop + new hire equipment stipend
• Fully stocked kitchen with tons of drinks & snacks (BHM only)
• Remote working friendly since 2012 #LI-REMOTE