Mid Market Account Manager

WorkWave provides software and fintech solutions that help mobile service businesses manage and grow their operations. The Mid Market Account Manager will build long-term relationships with enterprise clients, identify expansion opportunities, drive adoption, manage the expansion sales cycle, and achieve ARR quotas while partnering with internal teams.

Responsibilities:

• Drive growth across assigned accounts by positioning WorkWave's comprehensive solutions to unlock new business value (including our signature WinTeam ERP, Timegate workforce management platform, integrated payments, and our new AI-powered analytics suite, Wavelytics)
• Build and maintain relationships with key client stakeholders to ensure long-term partnerships and account health
• Lead high-impact QBRs and visionary account planning sessions to align on strategic priorities, expose hidden operational gaps, and hunt for high-value expansion opportunities
• Deliver tailored product demonstrations in lockstep with Sales Engineers to showcase client priorities, and that position WorkWave as an essential long term partner
• Manage the full expansion sales cycle: from needs discovery through negotiation and deal closing, including preparation of sales agreements
• 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 (customer success, product, sales engineering) to align resources and drive deal execution
• Follow best practices in sales methodology (MEDDPICC) to consistently improve win rates

Requirements:

• 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
• Ability to travel up to 25% of the time for client meetings and company conferences