Commercial Account Executive - Mid Market (Remote)

TPx•,

15h•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 to develop account strategies, identify business opportunities, structure commercial approaches, and manage customer relationships. It regularly involves in-person meetings, business reviews, and field-based sales activities, as well as remote customer engagement, to support retention and revenue growth. The Account Executive independently influences purchasing decisions, conducts commercial negotiations, and secures customer commitments through consultative, relationship-driven sales interactions. The role assumes account ownership after the first year from Business Development Executives, Inside Sales Representatives, and Channel Managers. It holds primary commercial responsibility for expansion, while Service Managers own account health and experience.

Requirements

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.
Bachelor's degree in Business, Communications, Marketing, or a related field preferred; equivalent experience considered.

Nice To Haves

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.
Prior experience in the MSP industry, telecom, SaaS, or technology is preferred.

Responsibilities

Develop and independently execute strategic growth plans for mid-market accounts by analyzing customer needs, stakeholder dynamics, and portfolio revenue opportunities.
Conduct in-person value checkpoints (SBRs), customer meetings, executive briefings, and onsite strategic account reviews to strengthen relationships, identify growth opportunities, and advance commercial objectives.
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 about adoption, usage, and risk to trigger effective commercial responses.
Lead renewal strategy and commercial negotiations, 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.
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.