Commercial Account Executive (Mid-Market)

TPx•,

7h•Remote

About The Position

The Commercial Account Executive (Mid-Market) is a strategic, revenue-generating individual contributor responsible for driving expansion, retention, and long-term customer growth across an assigned portfolio of mid-market accounts. The role exercises independent judgment in developing account strategies, identifying business opportunities, structuring commercial approaches, and managing customer relationships. The role regularly engages customers and key decision-makers through in-person meetings, business reviews, and field-based sales activities to drive customer retention and revenue growth. The role is expected to independently influence purchasing decisions, conduct commercial negotiations, and secure customer commitments through consultative, relationship-driven sales interactions conducted both remotely and at customer locations.

Requirements

Bachelor’s degree in Business, Communications, Marketing, or related field preferred; equivalent experience considered
3–5+ years of experience independently managing customer relationships, revenue opportunities, and commercial sales strategies within a B2B environment
Professional experience within the Managed Service Provider (MSP) industry is required

Nice To Haves

Prior experience in managed services provider (MSP) industry, telecom, SaaS, or technology preferred
Experience in mid-market account management
Strong experience with CRM tools (Salesforce preferred)
Demonstrated experience leading consultative, solution-based sales engagements involving customer relationship development, commercial negotiations, and field-based selling activities
Ability and willingness to travel up to 50% of the time to support customer engagement, strategic account meetings, and business development activities

Responsibilities

Develop and independently execute strategic growth plans for mid-market accounts by analyzing customer needs, stakeholder dynamics, and revenue opportunities across the portfolio
Conduct regular in-person value checkpoints (SBRs), customer meetings, executive briefings, and onsite strategic account reviews to strengthen relationships, identify growth opportunities, and advance commercial objectives
Independently manage customer-facing sales activities throughout the renewal and expansion lifecycle, including presenting proposals, negotiating commercial terms, and obtaining customer commitments
Own expansion through cross-sell, upsell, and whitespace opportunities
Engage Solutions Architects and overlays to design fit-for-purpose solutions and quantify outcomes
Use insights from Service Managers on adoption, usage, and risk to trigger effective commercial responses
Lead renewal strategy and commercial negotiations by applying business judgment to retention planning, pricing considerations, and customer-specific growth opportunities
Assume account ownership after the first year from Business Development Executives, Inside Sales Representatives, and Channel Managers
Hold primary commercial responsibility for expansion while Service Managers own account health and experience
Independently evaluate customer needs, develop strategic business cases, and influence commercial decisions to support successful deal outcomes
Apply independent judgment to improve and support scalable sales processes, customer engagement strategies, and revenue-driving initiatives
Represent the organization in customer-facing meetings, industry events, and field-based business development activities to support long-term account growth and strategic partnership development