Strategic Account Manager - Fire Protection

Guardian Fire Protection Services•Rockville, MD

About The Position

About the Company Guardian Fire Protection Services, LLC is a leading provider of fire protection and life safety solutions, proudly serving the Maryland, Virginia, and Washington, DC region for more than 45 years. Since our founding, we have expanded to 23 offices across 8 states throughout the Mid-Atlantic, Midwest, and Southeast, with headquarters in Rockville, MD. Guardian delivers comprehensive, end-to-end services – including design, installation, inspection, and repair – for a full range of fire protection and security systems. Our capabilities span fire sprinklers, fire alarms and monitoring, fire pumps, extinguishers, special hazards systems (including clean agent and inert gas), marine fire protection, and integrated security solutions such as access control, intrusion detection, and CCTV. Today, Guardian offices support over 90,000 customers across a diverse set of industries. Our continued growth is driven by a combination of strong organic performance, technical expertise, a trusted reputation in the market, and a disciplined acquisition strategy. At Guardian, our people are the foundation of our success. We take pride in hiring talented, passionate professionals who are committed to protecting lives and property. As our company continues to expand, we're actively seeking motivated individuals who want to grow their careers and contribute to a dynamic, diverse team in the fire and security industries. To learn more about who we are and the work we do visit: www.guardianfireprotection.com Job Summary: The Strategic Account Manager is responsible for developing and managing long-term client relationships, expanding share of wallet, and driving strong financial performance across assigned accounts. This role ensures fulfillment of contractual obligations while leading successful contract renewals. Each Strategic Account Manager is assigned a portfolio of key accounts within a defined region or vertical. The ideal candidate is a true "farmer" focused on growing existing relationships, delivering a high level of customer satisfaction, and identifying opportunities for expansion. Experience in fire and life safety or SaaS environments, particularly within private equity–backed organizations, is strongly preferred. The role reports directly to the Chief Revenue Officer.

Requirements

5+ years of account management or customer success experience.
Experience managing national or large multi-site accounts with complex stakeholder structures.
Background in the fire safety, inspection, or compliance industry strongly preferred.
Proven success in retention, growth, and expansion within an existing book of business.
Experience in a private equity–backed or high-growth environment is a plus.
Strong communication, relationship-building, negotiation, and strategic planning skills.
Proficiency in CRM systems, AI tools, and Microsoft Office Suite.
Ability to collaborate effectively with cross functional teams.

Nice To Haves

Background in the fire safety, inspection, or compliance industry strongly preferred.
Experience in a private equity–backed or high-growth environment is a plus.

Responsibilities

Account Management & Retention Serve as the primary relationship owner for assigned key accounts, developing strong partnerships that ensure high levels of satisfaction and retention. Client relationships should be at all levels of each customer organization including site, district, regional and corporate.
Develop strategic account plans for each assigned client, ensuring strong long-term financial performance and YOY double-digit revenue growth.
Lead recurring account engagements, including QBRs, performance reviews, and renewal planning.
Monitor account health, mitigate risks, and maintain deep understanding of customer goals and operational workflows.
Develop, track, and report on key performance indicators (KPI's) Ensure each assigned account delivers strong financial performance.
Successfully implement annual price adjustments with customers to align with market levels.
Growth & Expansion Identify and pursue upselling, cross-sell, and multi-site expansion opportunities within existing accounts.
Ensure opportunities for growth are captured in all geographies with rapid engagement following Guardian expansion into new markets (M&A).
Partner with Sales to structure and negotiate renewals and expansion contracts.
Take ownership for response to complex client RFPs.
Use data and product insights to recommend solutions that increase customer value and service adoption.
Ensure customer notes and other relevant information is maintained and updated real-time in required CRM systems and databases (including Salesforce).
Playbook Execution & Process Excellence Implement a structured account management playbook, ensuring consistent customer engagement, adoption milestones, and communication cadences.
Standardize best practices across accounts and contribute to improving tools, templates, and reporting processes.
Collaborate cross-functionally with operations and M&A integration to ensure seamless customer experiences including the roll-out of new services.
Industry Expertise & Advocacy Leverage fire safety industry knowledge to guide customers on compliance, operational efficiency, and workflow optimization.
Capture customer feedback and market insights to inform strategic initiatives.
Represent the organization at industry events, conferences, and strategic partner meetings as needed.