Senior Mid-Market Account Manager
Key details
- Location
- Canada
- Work style
- Remote
- Level
- Lead / Staff+
- Job type
- Full-time
- Experience
- 5–8 yrs
- Function
- Sales & Solutions
- Focus area
- other
- Posted
- 11h ago
Skills
About the role
This position is listed on behalf of a partner company, who manages all applications and next steps. Our partner is looking for a Senior Mid-Market Account Manager based in Canada.
As a Senior Mid-Market Account Manager, you will play a key role in driving revenue growth by expanding strategic relationships within an established portfolio of B2B customers. Your primary focus will be identifying new business opportunities, introducing additional software solutions, and increasing product adoption across existing accounts. Combining consultative selling with a proactive, hunter-oriented mindset, you will engage with stakeholders at all organizational levels to uncover customer needs and deliver tailored solutions. You will manage complex sales cycles, develop strategic account plans, and take ownership of expansion targets and pipeline performance. Working closely with Customer Success and Renewals teams, you will help customers maximize the value of their technology investments while generating measurable business growth. This is an excellent opportunity for an ambitious sales professional who thrives in a competitive, results-driven SaaS environment.
Accountabilities
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Account Ownership: Manage a portfolio of mid-market customers as their primary sales contact, developing a thorough understanding of their business objectives, operational challenges, and organizational structures.
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Relationship Development: Build and maintain strong, multi-level relationships with key decision-makers, internal champions, influencers, and senior executives to identify opportunities for account expansion.
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Revenue Growth and Upselling: Identify, develop, and close new business opportunities within existing accounts by selling additional software products, modules, licenses, and platform solutions.
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Strategic Customer Engagement: Lead consultative, outcome-focused conversations around product adoption, business value, and emerging customer needs to uncover new use cases and secure executive alignment.
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Sales Methodology: Apply structured sales approaches, including MEDDPICC qualification, team selling, and multi-threading, to manage complex opportunities and consistently achieve expansion targets.
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Account Planning: Develop and maintain comprehensive account plans covering stakeholder mapping, engagement strategies, growth opportunities, and untapped revenue potential.
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Pipeline Development: Proactively generate opportunities through outbound prospecting, referrals, customer engagement, and intent-data insights using tools such as Salesforce and 6sense.
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Cross-Functional Collaboration: Partner with Customer Success and Renewals teams to understand customer satisfaction, product usage, onboarding progress, and overall account health while maintaining a dedicated focus on expansion sales.
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Forecasting and Reporting: Maintain accurate sales forecasts, provide regular pipeline updates, identify potential risks and opportunities, and ensure CRM records reflect current deal progress and next steps.
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Performance Management: Maintain approximately three times pipeline coverage against sales targets and consistently achieve leading-indicator KPIs that support revenue growth.
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Minimum of five years of full-cycle, quota-carrying B2B SaaS sales experience, particularly in account management and expansion selling within existing customer portfolios.
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Demonstrated track record of exceeding sales quotas, consistently outperforming targets, and successfully closing competitive deals.
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Experience managing complex, longer sales cycles involving multiple stakeholders, procurement processes, and legal reviews.
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Strong prospecting capabilities, including self-generated pipeline development, cold outreach, referral generation, and leveraging intent data.
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Proficiency with sales intelligence and prospecting platforms such as ZoomInfo, 6sense, and LinkedIn
Requirements
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