# Enterprise Account Manager

**Company:** [WorkWave](https://hotfix.jobs/companies/workwave)
**Location:** Remote
**Role:** Account Management
**Salary:** $90k – $190k/yr
**Experience:** 3+ years
**Skills:** Salesforce, Salesloft, MEDDPICC, SaaS Sales, Account Management, QBRs, Sales Methodology, CRM, Pipeline Management, Upsell, Cross-Sell
**Posted:** 2026-05-12

> Manages enterprise accounts by building relationships, conducting QBRs, delivering demos, and driving upsell/cross-sell to meet ARR quotas. Requires 3-5 years SaaS sales experience, Salesforce proficiency, and bachelor's degree.

## Job Description

## What You'll Do
- Proactively engage with assigned enterprise customer accounts to understand business needs and communicate product value.
- Build and maintain relationships with key client stakeholders to ensure long-term partnerships and account health.
- Conduct regular QBRs (Quarterly Business Reviews) and account planning sessions to align on goals and identify growth opportunities.
- Deliver tailored product demonstrations (RealGreen, PestPac) aligned to customer priorities and demo certification standards.
- Manage the full expansion sales cycle: from needs discovery through negotiation and closing, including preparation of sales agreements.
- Upsell and cross-sell additional products and services to drive ARR growth across parent and child accounts.
- 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 (support, product, sales engineering) to address client needs and ensure customer success.
- 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

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