Mid Market Account Manager

Mid Market Account Manager

The Mid Market Account Manager is responsible for managing and growing a portfolio of small to mid-market accounts by identifying customer needs, delivering tailored solutions, and building strong client relationships. They collaborate with internal teams to ensure customer satisfaction and account retention, analyze market trends and competitor activities to identify new business opportunities to maintain a competitive edge, and manage accurate sales forecasts and reports to meet or exceed revenue targets.

Essential Duties and Responsibilities:

• Account Ownership and Growth:
• Manage and grow a portfolio of small to mid-market customers
• Act as the primary relationship owner post-sale
• Build strong relationships with decision-makers and product users
• Revenue Retention and Expansion:
• Drive renewals, upsells, and cross-sells within existing accounts
• Identify growth opportunities aligned to customer needs and usage
• Meet or exceed quarterly and annual retention and expansion goals
• Sales Execution:
• Conduct discovery to uncover evolving business needs and use cases
• Present solutions tailored to customer size, needs, and budget
• Negotiate pricing and terms in line with company guidelines
• Manage renewals and expansion deals from opportunity to close
• Territory and Account Strategy:
• Prioritize accounts based on growth potential and renewal risk
• Maintain accurate pipeline, renewal forecasting, and CRM hygiene
• Monitor usage and engagement to proactively reduce churn
• Cross-Functional Collaboration:
• Partner with Customer Success, Support, Marketing, and Sales Development
• Ensure smooth onboarding and continued value realization
• Share customer feedback to improve product and go-to-market execution
• Other duties as assigned

Supervisory Responsibility: This position has no supervisory responsibilities.

Travel Requirements: Less than 25%

Education Minimum:

• 4 Year/Bachelor's Degree

Experience Minimum Years of Experience:

• 3 years B2B sales or account management experience and proven success managing SMB and mid-market accounts (typically <1,000 employees)

Knowledge, Skills, and Abilities:

• Experience owning renewals and expansion revenue
• Strong forecasting, pipeline management, and CRM skills
• Experience selling SaaS or subscription-based solutions
• Familiarity with MEDDICC, Challenger, SPIN, or similar sales methodologies
• Experience supporting customers in fast-paced or price-sensitive segments
• Customer-first, growth-oriented mindset
• Strong communication and relationship-building abilities
• Ability to articulate value and ROI clearly and simply
• Excellent time management across a high-volume book of business
• Data-driven and process-oriented approach
• Preferred:
• Experience selling SaaS or subscription-based solutions
• Familiarity with MEDDICC, Challenger, SPIN, or similar sales methodologies
• Experience supporting customers in fast-paced or price-sensitive segments

Working Conditions and Physical Requirements:

• Ability to sit and/or stand at a desk and work with a computer for extended periods of time.
• Dexterity of hands and fingers to operate a computer keyboard, mouse, tools, and to handle other computer components.
• Regular and predictable attendance required.

Disclaimer: This position has access to highly confidential, sensitive information relating to the employees, customers, and technologies of Sorenson Communications. It is essential that applicant possess the requisite integrity to maintain the information in strictest confidence.