Enterprise Account Manager - Enter002115

Enterprise Account Manager

This existing vacancy is open to candidates that reside near Chicago, IL or Toronto, ON for periodic in-person collaboration. Are you an experienced relationship-builder who thrives on expanding business with complex, enterprise customers? VelocityEHS is looking for an Enterprise Account Manager to grow software bookings within existing enterprise accounts. This role is not about renewals or support. 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. You’ll help our customers unlock the full potential of VelocityEHS, while driving meaningful growth and hitting aggressive expansion goals. If you thrive on uncovering whitespace, selling multi-threaded, and closing new deals with existing logos, this is your next big move.

Primary Duties and Responsibilities

• Account Ownership: Be the primary sales contact for a portfolio of enterprise customers. Build deep understanding of their priorities, org structure, and strategic initiatives.
• Growth & Expansion: Identify and close opportunities to expand current accounts. Sell new modules, users, and platform solutions across departments and geographies.
• Strategic Selling: Lead outcome-driven discussions focused on business impact and solution value. Leverage adoption data, product trends, and feature usage to surface growth opportunities.
• Orchestration & Collaboration: Drive team selling by coordinating internal VelocityEHS stakeholders, including Customer Success, Solutions Consultants, and Executives. Manage complex deal processes including procurement, legal, and security reviews.
• Account Planning: Maintain strategic account plans with clear goals, stakeholder maps, whitespace, and engagement strategies.
• Forecasting & Pipeline Discipline: 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 on a proactive basis and at minimum aligned with forecast calendar.
• Executive Engagement: Build and nurture senior-level relationships across your accounts. Use in-person meetings (10-20% travel expected) to deepen strategic alignment and unlock growth.

Minimum Skills and Qualifications

• Sales Experience: 5+ years of full-cycle, quota-carrying B2B SaaS sales experience, focused on Account Management and selling into existing customers.
• Enterprise Account Expertise: Experience expanding business within large, complex customer accounts (5K+ employees)
• 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 and working referrals, using tools like ZoomInfo, 6sense, and LinkedIn Sales Navigator.
• Methodical Approach: Experience with structured sales methodologies like MEDDPICC, Richardson, Challenger, and/or SPIN. Disciplined with qualification, follow-up, and pipeline hygiene.
• Tech-Savvy: Proficient in sales tools like: Salesforce, Outreach, Gong, 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.
• Bachelors Degree or Equivalent Experience: Degree in Business, Communications, or related field preferred, though not required.

Preferred Skills and 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 is a plus.
• Related Experience: EHS/ESG, industrial software, or regulated industries
• RFP Management: Comfort managing RFPs, procurement, and legal/security reviews