Senior Mid-Market Account Manager

Accountabilities: 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. 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. Revenue Growth and Upselling: Identify, develop, and close new business opportunities within existing accounts by selling additional software products, modules, licenses, and platform solutions. 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. Sales Methodology: Apply structured sales approaches, including MEDDPICC qualification, team selling, and multi-threading, to manage complex opportunities and consistently achieve expansion targets. Account Planning: Develop and maintain comprehensive account plans covering stakeholder mapping, engagement strategies, growth opportunities, and untapped revenue potential. Pipeline Development: Proactively generate opportunities through outbound prospecting, referrals, customer engagement, and intent-data insights using tools such as Salesforce and 6sense. 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. 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. Performance Management: Maintain approximately three times pipeline coverage against sales targets and consistently achieve leading-indicator KPIs that support revenue growth. Requirements Minimum of five years of full-cycle, quota-carrying B2B SaaS sales experience, particularly in account management and expansion selling within existing customer portfolios. Demonstrated track record of exceeding sales quotas, consistently outperforming targets, and successfully closing competitive deals. Experience managing complex, longer sales cycles involving multiple stakeholders, procurement processes, and legal reviews. Strong prospecting capabilities, including self-generated pipeline development, cold outreach, referral generation, and leveraging intent data. Proficiency with sales intelligence and prospecting platforms such as ZoomInfo, 6sense, and LinkedIn Sales Navigator. Experience with structured sales methodologies such as MEDDPICC, Richardson, Challenger, or SPIN; formal sales training or certification is an advantage. Strong technical proficiency with CRM and sales productivity platforms, including Salesforce, Outreach, Gong, and G2. Excellent verbal and written communication, presentation, negotiation, and relationship-building skills, with the ability to engage and influence VP-level and C-suite stakeholders. Strong analytical and organizational abilities, including the capacity to interpret performance data, prioritize opportunities, maintain accurate forecasts, and manage a structured sales pipeline. A proactive, resilient, competitive, and self-motivated mindset, with the ability to work independently and thrive in a fast-paced, target-driven environment. Bachelor's degree in Business, Communications, or a related discipline preferred; equivalent professional experience is also considered. Familiarity with industries such as manufacturing, chemicals, pharmaceuticals, food and beverage, oil and gas, or mining is an asset. Benefits Competitive compensation: Annual on-target earnings (OTE) ranging from CAD 117,800 to CAD 176,300 , including base salary and variable compensation. Uncapped earning potential: Additional variable compensation opportunities based on individual sales performance. Performance incentives: Eligibility for a structured variable pay program that rewards commercial achievements. Comprehensive benefits: Access to a competitive employee benefits package. Remote work: Opportunity to work remotely from anywhere in Canada. Career development: Opportunities to strengthen enterprise sales expertise, develop strategic account management capabilities, and grow professionally within a technology-driven organization. Inclusive workplace: A commitment to diversity, equal employment opportunities, and an accessible working environment.