Mid Market Account Manager

WorkWave • Nashville, TN

18h • $70,000 - $100,000 • Remote

About The Position

WorkWave is hiring a Mid Market Account Manager to build long-term client relationships and grow existing accounts. The role serves as a trusted advisor, identifying customer challenges and expansion opportunities and recommending solutions that fit client needs. Success is measured by strengthening customer partnerships, growing account value, and delivering tailored solutions.

The Account Manager will grow assigned accounts by positioning WorkWave products, including WinTeam ERP, Timegate workforce management, integrated payments, and Wavelytics, its AI-powered analytics suite. The role manages the full expansion sales cycle, maintains pipeline and forecasts, and collaborates with customer success, product, and sales engineering teams. The position is remote-first, with the option to use regional offices or the headquarters, and requires travel of up to 25% for client meetings and company conferences.

Requirements

• 3–5 years of SaaS sales or account management experience, preferably with enterprise accounts.
• A proven track record of achieving or exceeding ARR quota.
• Strong business acumen and ability to identify client challenges and map them to solutions.
• Strong communication, negotiation, and interpersonal skills, including 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.
• Bachelor’s degree or equivalent experience.
• Ability to travel up to 25% of the time for client meetings and company conferences.

Nice To Haves

• Familiarity with MEDDPICC methodology or other enterprise sales frameworks.

Responsibilities

• Drive growth across assigned accounts by positioning WorkWave solutions, including WinTeam ERP, Timegate, integrated payments, and Wavelytics.
• Build and maintain relationships with key client stakeholders to support long-term partnerships and account health.
• Lead QBRs and account-planning sessions to align on priorities, identify operational gaps, and uncover expansion opportunities.
• Deliver tailored product demonstrations with Sales Engineers.
• Manage the full expansion sales cycle, from needs discovery through negotiation and deal closing, including preparing sales agreements.
• Maintain a pipeline of whitespace opportunities and achieve monthly, quarterly, and yearly ARR quotas.
• Maintain accurate forecasts, CRM records, and pipeline management in Salesforce.
• Collaborate with customer success, product, and sales engineering teams to align resources and execute deals.
• Apply sales methodology best practices, including MEDDPICC, to improve win rates.

Benefits

• Comprehensive medical and dental coverage.
• 401(k) match.
• 24/7 Teladoc virtual care.
• 24/7 Employee Assistance Program support, including counseling, legal, and financial guidance.
• Flexible Time Off or generous PTO, depending on role.
• Paid holidays.
• Paid parental bonding leave.
• 24/7 access to soft-skill and technical training libraries.
• Internal mobility programs.
• Peer-nominated recognition programs.
• Regional discounts.
• Team volunteer opportunities.
• Uncapped commission.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level