Mid-Market Account Manager

Join to apply for the Mid-Market Account Manager role at VelocityEHS
.

This existing vacancy is open to candidates that reside near Chicago, IL or Toronto, ON for periodic in‑person collaboration. Are you a relationship‑driven sales professional passionate about growing existing business through strategic expansion? Velocity

EHS is seeking a Mid-Market Account Manager to drive new software bookings from within our existing customer base. This is not a renewals or support role — we have dedicated teams for that. Your sole focus is identifying opportunities to sell additional Velocity

EHS products into current Mid‑Market accounts and expanding our presence across departments, users, and solutions.

As the primary sales contact for your portfolio, you will combine a consultative, customer‑centric approach with a hunter’s mindset — always looking for ways to deepen our value and footprint. You’ll help our customers unlock the full potential of Velocity

EHS, while driving meaningful growth and hitting aggressive expansion goals. If you thrive on uncovering whitespace, selling multi‑threaded, and closing new deals with existing logos, this is your next big move.

• Account Ownership:
  Serve as the primary sales point of contact for a portfolio of Mid‑Market customers. Develop deep understanding of customer goals, pain points, and operational structure. Build multi‑threaded relationships with champions, influencers, and senior executives to position Velocity
  
  EHS for growth. Stay disciplined and proactive in managing your book.
• Expansion & upselling:
  Identify and close opportunities to expand existing customer accounts. Sell new products, modules, user licenses, and platform solutions into current environments. Consistently exceed expansion quota by aligning value to emerging customer needs. Leverage your personal selling style coupled with following SOPs of sales process, MEDDPICC qualification, team selling, and multithreading to win opportunities.
• Strategic conversations:
  Conduct outcome‑oriented meetings focused on value realization, feature adoption, and new use cases. Leverage these discussions to surface growth opportunities and secure executive alignment.
• Internal collaboration:
  Work closely with Customer Success and Renewals teams to stay informed on customer health, onboarding progress, and product usage trends. Coordinate efforts to ensure customers see ongoing ROI, while you focus on strategic expansion.
• Account planning:
  Build and maintain robust account plans to guide engagement strategy, stakeholder mapping, and whitespace prioritization. Use tools like Salesforce and 6sense to identify intent signals and expansion readiness. Be accountable to leading indicator KPIs that lead to pipeline growth and sales success.
• Forecasting & pipeline:
  Maintain an accurate forecast of expansion opportunities. Own a 3× pipeline coverage model and regularly report updates, risks, and upside to sales leadership. Provide real‑time updates in opportunity next step notes, MEDDPICC fields and forecast categories. Submit forecast on a proactive basis and at minimum aligned with forecast calendar.

• Sales experience: 3+ years of full‑cycle, quota‑carrying B2B sales experience in SaaS or a similar industry, with at least 1 year in SaaS sales focused on Account Management and selling into existing customers.
• Complex sales cycles:
  Experience with longer or more complex sales cycles involving multiple stakeholders, procurement, and legal review.
• Top performer track record:
  Proven ability to exceed sales targets, consistently outperform peers, and close deals in a competitive sales environment.
• Prospecting mastery:
  Skilled at self‑sourcing leads, working cold outbound, leveraging intent data, establishing and working referrals, using tools like Zoom Info, 6sense, and Linked In Sales Navigator.
• Methodical approach:
  Experience with structured sales methodologies like MEDDPICC, Richardson, Challenger, and/or SPIN. Disciplined with qualification, follow‑up, and pipeline hygiene.
• Tech‑savvy:
  Proficient in sales tools like Salesforce, Outreach, Gong, and G2.…