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