Senior Mid-Market Account Manager

VelocityEHS•,

11h•$117,150 - $184,350•Remote

About The Position

VelocityEHS is seeking a Senior Mid-Market Account Manager to generate new software bookings by expanding business within existing Mid-Market customers. This is a sales role focused on identifying and closing opportunities for additional VelocityEHS products, modules, user licenses, and platform solutions—not on renewals or customer support. The role serves as the primary sales contact for a portfolio of accounts and uses a consultative, customer-centric approach with a hunter’s mindset to build relationships and increase the company’s presence across customer departments, users, and solutions. The position is open to candidates residing anywhere in the United States or Canada, with preference for candidates near Chicago, Illinois, or Toronto, Ontario, for periodic in-person collaboration. The role has aggressive expansion goals and is eligible for a Variable Pay Program with uncapped variable earning opportunities. The expected on-target earnings range is $117,150–$184,350 in the United States or $117,800–$176,300 CAD in Canada. The role is also eligible for a comprehensive benefits package.

Requirements

At least 5 years of full-cycle, quota-carrying B2B SaaS sales experience focused on account management and selling to existing customers.
Experience managing longer or complex sales cycles involving multiple stakeholders, procurement, and legal review.
A proven record of exceeding sales targets, outperforming peers, and closing deals in competitive sales environments.
Ability to self-source leads, conduct cold outbound, use intent data, establish and work referrals, and use tools such as ZoomInfo, 6sense, and LinkedIn Sales Navigator.
Experience with structured sales methodologies such as MEDDPICC, Richardson, Challenger, and/or SPIN, with disciplined qualification, follow-up, and pipeline hygiene.
Proficiency with sales tools such as Salesforce, Outreach, Gong, and G2, and ability to use data and insights to prioritize activity, assess market trends, and improve outcomes.
Exceptional verbal and written communication skills and executive presence to sell and negotiate with VP- and C-level stakeholders.
Adaptability, tenacity, self-motivation, goal orientation, a strong work ethic, and a drive to succeed in a fast-paced environment.
Bachelor’s degree or equivalent experience; a degree in Business, Communications, or a related field is preferred but not required.

Nice To Haves

Formal training in a recognized sales methodology, such as MEDDPICC certification.
Domain knowledge in industries such as Manufacturing, Chemical, Pharmaceutical, Food & Beverage, Oil & Gas, or Mining.
Ability to interpret performance data and apply insights to optimize personal sales strategies.

Responsibilities

Serve as the primary sales contact for a portfolio of Mid-Market customers and develop an understanding of their goals, pain points, and operational structures.
Build multi-threaded relationships with customer champions, influencers, and senior executives to position VelocityEHS for growth.
Identify and close opportunities to expand existing customer accounts by selling additional products, modules, user licenses, and platform solutions.
Meet or exceed expansion quotas by aligning VelocityEHS offerings with emerging customer needs and using the sales process, MEDDPICC qualification, team selling, and multi-threading.
Conduct outcome-oriented meetings focused on value realization, feature adoption, and new use cases; identify growth opportunities and secure executive alignment.
Collaborate with Customer Success and Renewals teams on customer health, onboarding progress, and product usage trends, coordinating to support ongoing customer ROI while focusing on strategic expansion.
Build and maintain account plans to guide engagement strategy, stakeholder mapping, and whitespace prioritization.
Use Salesforce and 6sense to identify intent signals and expansion readiness, and stay accountable to leading-indicator KPIs.
Maintain an accurate forecast of expansion opportunities and own a 3× pipeline coverage model.
Report forecast updates, risks, and upside to sales leadership; maintain opportunity next-step notes, MEDDPICC fields, and forecast categories; submit forecasts proactively and in line with the forecast calendar.