Mid-Market Account Manager (Expansion Account Executive)

Fleetio

6h•Remote

About The Position

Fleetio is a modern software platform that helps thousands of organizations worldwide manage their fleet operations. Transportation technology is a hot market, and we’re leading the charge with raving fans and new customers signing up every day. We raised $450M in our Series D funding round in March of 2025 and are on an exciting trajectory as a company. Fleetio is also a proud founding member of the Rails Foundation! As a Mid-Market Account Manager, you will own the growth, retention, and strategic development of a portfolio of existing Fleetio customers. This is a quota-carrying expansion sales role focused on driving net revenue growth through account planning, executive relationship development, account prioritization, and strategic expansion initiatives. You will identify untapped opportunities, build account growth strategies, and partner with customers to expand Fleetio's footprint across their organizations. Account Management is a critical growth engine for Fleetio, and we're looking for ambitious, commercially-minded professionals who thrive on building plans, uncovering opportunities, and exceeding revenue goals.

Requirements

3+ years of quota-carrying Account Management, Strategic Account Management, or SaaS sales experience with a track record of exceeding revenue targets
Demonstrated success driving expansion revenue through account planning, upselling, cross-selling, and renewal strategies
Experience managing and prioritizing a large book of business
Strong account mapping and stakeholder management skills, including building relationships with executive decision-makers
Ability to develop and execute account growth strategies that drive measurable business outcomes
Experience identifying customer business objectives and translating them into expansion opportunities
Strong commercial acumen, negotiation skills, and executive presence
Highly organized with exceptional prioritization and pipeline management skills
Results-driven, resourceful, and motivated by achieving ambitious growth goals
Thrives in a high-growth, fast-paced environment
Ability and willingness to travel approximately 25%

Responsibilities

Own a portfolio of Mid-Market accounts with responsibility for retention, expansion, and net revenue growth
Develop and execute strategic account plans that identify growth opportunities, stakeholder relationships, and expansion pathways
Conduct account mapping to build multi-threaded relationships and expand engagement across departments, business units, and executive stakeholders
Prioritize accounts and opportunities based on growth potential, customer objectives, and business impact
Drive expansion strategy through proactive upsell, cross-sell, and product adoption initiatives
Uncover and qualify new revenue opportunities by aligning Fleetio's solutions with customer business goals
Achieve NRR objectives through renewals, expansion sales, and commercial negotiations
Partner with Customer Success to maximize adoption, value realization, and expansion readiness
Present business reviews, strategic recommendations, and product demonstrations to stakeholders at all levels, including executive leadership
Serve as a trusted advisor by providing industry insights, best practices, and strategic guidance
Travel approximately 25% to customer sites, executive meetings, and industry events

Benefits

Multiple health/dental coverage options (100% coverage for employee, 50% for family)
Vision insurance
Incentive stock options
401(k) match of 4%
PTO - 4 weeks (increases at year two!)
12 company holidays + 2 floating holidays
Parental leave - birthing parent (16 weeks paid) non-birthing (4 weeks paid)
FSA & HSA options
Short and long term disability (short term 100% paid)
Community service funds
Professional development funds
Wellbeing fund - $150 quarterly
Business expense stipend - $125 quarterly
Mac laptop + new hire equipment stipend
Fully stocked kitchen with tons of drinks & snacks (BHM only)