Mid Market Account Manager

At WorkWave, we build innovative software and fintech solutions for the people who keep our world safe, clean, and beautiful, from pest control to lawn care, commercial cleaning to security services. With over 8,000 customers around the globe, our platform helps these hardworking service professionals run and grow their businesses from end to end: from customer acquisition to scheduling, billing, payments, and beyond. Our vision is simple but powerful: empower the world’s mobile service workers to build a brighter future. And we back that up with decades of experience, a passionate team, and an unwavering commitment to helping our customers thrive. As a Mid Market Account Manager, you will be responsible for building strong, long-term relationships with our clients. You will serve as a trusted advisor, understanding customer challenges, identifying opportunities for expansion, and driving the growth of our solutions. Your success will be measured by your ability to strengthen customer partnerships, proactively grow your book value, and deliver tailored solutions that align with client needs. Why Join Now: We’re at an exciting moment in our growth journey. With the launch of Wavelytics, our new AI-powered analytics suite, and continued momentum in integrated payments, we’re unlocking new ways to deliver value to our customers and new opportunities for our team. WorkWave operates in a field service management market that’s accelerating due to global trends in automation, sustainability, and digital transformation. Joining now means getting in early as we scale to meet massive demand and lead the future of service software. WHAT YOU'LL DO: - Drive growth across assigned accounts by positioning WorkWave's comprehensive solutions to unlock new business value (including our signature WinTeam ERP, Timegate workforce management platform, integrated payments, and our new AI-powered analytics suite, Wavelytics). - Build and maintain relationships with key client stakeholders to ensure long-term partnerships and account health. - Lead high-impact QBRs and visionary account planning sessions to align on strategic priorities, expose hidden operational gaps, and hunt for high-value expansion opportunities. - Deliver tailored product demonstrations in lockstep with Sales Engineers to showcase client priorities, and that position WorkWave as an essential long term partner. - Manage the full expansion sales cycle: from needs discovery through negotiation and deal closing, including preparation of sales agreements. - Maintain a healthy pipeline of whitespace opportunities; achieve monthly, quarterly, and yearly ARR quotas. - Ensure accurate forecasting, CRM hygiene, and pipeline management within Salesforce. - Collaborate cross-functionally with internal teams (customer success, product, sales engineering) to align resources and drive deal execution. - Follow best practices in sales methodology (MEDDPICC) to consistently improve win rates. WHAT SUCCESS LOOKS LIKE: - ARR Quota Attainment (monthly/quarterly/yearly) - Daily/weekly/monthly activity targets (call volume, demos set/kept, pipeline progression) - Successful execution of QBRs and account plans - Demonstrated expansion across whitespace and multi-product opportunities WHAT YOU'LL BRING: - A consultative, relationship-first seller who can expand existing accounts - Strong business acumen and ability to identify client challenges and map them to solutions - Self-motivated, organized, and resourceful in driving expansion revenue - Positive, team-oriented mindset with a passion for building lasting client partnerships - Proven track record of achieving or exceeding ARR quota - Strong communication, negotiation, and interpersonal skills with 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 - Familiarity with MEDDPICC methodology or other enterprise sales frameworks - 3–5 years SaaS sales/account management experience, preferably with enterprise accounts - Bachelor’s degree or equivalent experience - Ability to travel up to 25% of the time for client meetings and company conferences What You Should Know About Us WorkWave, we combine the reach of a global tech leader with the agility and energy of a startup. We’re laid-back yet high-performing, customer-obsessed, and built on trust and collaboration. Whether you work remotely or in the office, you’ll join a inclusive, curious team dedicated to building best-in-class software. How We Work: Remote-First Flexibility Work From Anywhere: Join our global, remote-first community across 30+ states and 7 countries. Modern HQ & Hubs: Prefer an office environment or need a place to collaborate? Drop into regional offices or our state-of-the-art HQ at the historic Bell Works complex in Holmdel, NJ. Perks & Benefits Health & Wellness: Comprehensive medical, dental, 401(k) match, 24/7 Teladoc virtual care, and 24/7 EAP support (counseling, legal, and financial guidance). Time Off: Flexible Time Off or generous PTO (role-dependent), paid holidays, and paid parental bonding leave. Growth & Learning: 24/7 access to soft-skill and technical training libraries, and strong internal mobility programs. Recognition & Community: Peer-nominated programs, regional discounts, and team volunteer opportunities. Why Join WorkWave? Award-Winning Culture: 10-time winner of NJBiz’s Best Place to Work in NJ, plus accolades from Inc. 5000, the SaaS Awards, and The Software Report. Real Impact: Your ideas matter here, and your work directly drives client success. Equal Opportunity & Belonging WorkWave is an equal opportunity employer. We evaluate qualified applicants without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status, or other legally protected characteristics. Don't check every single box? Apply anyway. Studies show that women and underrepresented groups often hesitate to apply unless they meet 100% of the qualifications. If you’re excited about this role and your experience aligns with our goals, we want to hear from you. Note: WorkWave uses AI tools to assist recruiters in reviewing application materials. AI supports our process, but final hiring decisions are always made by humans.