Enterprise Account Manager

VelocityEHS•,

9h•$150,725 - $183,025•Remote

About The Position

VelocityEHS is seeking an experienced Enterprise Account Manager to grow software bookings within existing enterprise accounts. This role focuses on expanding business with complex, enterprise customers, acting as the primary sales contact for a portfolio of accounts. The position requires a consultative, customer-centric approach combined with a hunter's mindset to deepen value and footprint. The goal is to help customers unlock the full potential of VelocityEHS, driving meaningful growth and achieving aggressive expansion goals by identifying whitespace and selling multi-threaded solutions to existing logos.

Requirements

5+ years of full-cycle, quota-carrying B2B SaaS sales experience, focused on Account Management and selling into existing customers.
Experience expanding business within large, complex customer accounts (5K+ employees).
Experience with longer or more complex sales cycles involving multiple stakeholders, procurement, and legal review.
Proven ability to exceed sales targets, consistently outperform peers, and close deals in a competitive sales environment.
Skilled at self-sourcing leads, working cold outbound, leveraging intent data, establishing and working referrals, using tools like ZoomInfo, 6sense, and LinkedIn Sales Navigator.
Experience with structured sales methodologies like MEDDPICC, Richardson, Challenger, and/or SPIN, with discipline in qualification, follow-up, and pipeline hygiene.
Proficient in sales tools like Salesforce, Outreach, Gong, G2, and able to leverage data and insights to prioritize activity, market trends, and improve outcomes.
Exceptional verbal and written communication skills with the executive presence to sell and negotiate with VP and C-level stakeholders.
Adaptable, tenacious, self-motivated, and goal-oriented with a love of challenges, strong work ethic, and a drive to win in a fast-paced environment.
Bachelor’s Degree or Equivalent Experience (Degree in Business, Communications, or related field preferred, though not required).

Nice To Haves

Completion of formal training in a recognized methodology (e.g., MEDDPICC certification).
Domain knowledge in relevant industries such as Manufacturing, Chemical, Pharmaceutical, Food & Beverage, Oil & Gas, and Mining.
Related experience in EHS/ESG, industrial software, or regulated industries.
Comfort managing RFPs, procurement, and legal/security reviews.
Ability to interpret performance data and apply insights to optimize personal sales strategies.

Responsibilities

Be the primary sales contact for a portfolio of enterprise customers, building a deep understanding of their priorities, organizational structure, and strategic initiatives.
Identify and close opportunities to expand current accounts by selling new modules, users, and platform solutions across departments and geographies.
Lead outcome-driven discussions focused on business impact and solution value, leveraging adoption data, product trends, and feature usage to identify growth opportunities.
Drive team selling by coordinating internal VelocityEHS stakeholders, including Customer Success, Solutions Consultants, and Executives, and manage complex deal processes involving procurement, legal, and security reviews.
Maintain strategic account plans with clear goals, stakeholder maps, whitespace, and engagement strategies.
Maintain an accurate forecast of expansion opportunities, own a 3x pipeline coverage model, and regularly report updates, risks, and upside to sales leadership, providing real-time updates in opportunity next step notes, MEDDPICC fields, and forecast categories.
Build and nurture senior-level relationships across accounts, utilizing in-person meetings (10-20% travel expected) to deepen strategic alignment and unlock growth.

Benefits

Competitive base salary and uncapped commission with aggressive accelerators.
Promotions into senior sales and leadership roles available for high performers.
Generous time off programs.
Medical/dental coverage.
Retirement plan with employer match.
Parental leave plans for all family types.
Job shadowing programs and one-on-one coaching opportunities.
Tuition reimbursement for continuing education, advanced degrees, and certifications.
Remote-first and flexible work schedule.
Monthly stipend to make your home office more comfortable, productive, and successful.
Corporate wellness and personalized preventative mental health care programs.
Summer Fridays (Memorial Day through Labor Day enjoy a 6-hour workday every Friday).