Senior Mid-Market Account Manager

This existing vacancy is open to candidates that reside anywhere in the U.S. or Canada, with preference for those near Chicago, IL or Toronto, ON for periodic in-person collaboration.

THE OPPORTUNITY

Are you a relationship-driven sales professional passionate about growing existing business through strategic expansion? VelocityEHS is seeking a Senior 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 VelocityEHS 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 VelocityEHS, 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.

Key Responsibilities

• Account Ownership: Serve as the primary sales point of contact for a portfolio of Mid-Market customers. Develop deep understanding of customer’s goals, pain points, and operational structure. Build multi-threaded relationships with champions, influencers, and senior executives to position VelocityEHS 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, multi-threading 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.

Minimum Skills & Qualifications

• Sales Experience: 5+ years of full-cycle, quota-carrying B2B SaaS sales experience, 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 competitive sales environment.
• Prospecting Mastery: Skilled at self-sourcing leads, working cold outbound, leveraging intent data, establishing and working referrals, using tools like ZoomInfo, 6sense, and LinkedIn 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, G2.. Able to leverage data and insights to prioritize activity, market trends and improve outcomes.
• Communication & Negotiation: Exceptional verbal and written communication skills with the executive presence to sell and negotiate with VP and C-level stakeholders.
• Resilient & Competitive: Adaptable, tenacious, self-motivated, and goal-oriented with a love of challenges, strong work ethic and a drive to win in a fast-paced environment.
• Bachelor’s Degree or Equivalent Experience: Degree in Business, Communications, or related field preferred, though not required.

Preferred Skills and Qualifications

• Formal Sales Training: Completion of formal training in a recognized methodology (e.g.,MEDDPICC certification)
• Vertical Experience: Domain knowledge in relevant industries such as Manufacturing, Chemical, Pharmaceutical, Food & Beverage, Oil & Gas, and Mining is a plus.
• Data-Driven Decision Making: Ability to interpret performance data and apply insights to optimize personal sales strategies.

VelocityEHS is committed to competitive, fair, and equitable compensation practices by offering market-based salary ranges. The expected On-Target Earnings (OTE = base salary + variable) range for this position is between $117,150 and $184,350 (United States) or, $117,800 and $176,300 CAD (Canada), with variable earning opportunities uncapped. We aim to hire between the minimum and midpoint of the salary range and offers at the maximum of the range are uncommon. The final offered salary will be based on candidate’s proficiency in skill set, prior relevant experience, internal equity, market considerations, and other factors. This role is eligible for a Variable Pay Program. This role is also eligible for our comprehensive benefits package.

If you’re a proven hunter who loves building pipeline, closing deals, and making an impact, VelocityEHS is the place for you. Join us and help companies protect their people while growing your own career!

We welcome and encourage diversity in the workplace. VelocityEHS is an Equal Opportunity and Affirmative Action Employer. All qualified applicants will receive consideration for employment without regard to age, race, color, national or ethnic origin, religion, sex, sexual orientation, gender identity or expression, marital status, family status, veteran status, Indigenous/Native American status, or disability. Applicants with disabilities can request accessible formats, communication supports, or other accessibility assistance by contacting hrpolicy@ehs.com Headhunters and recruitment agencies may not submit resumes/CVs through this website or directly to managers. VelocityEHS does not accept unsolicited headhunters and agency resumes. VelocityEHS will not pay fees to any third-party agency or company that does not have a signed agreement with VelocityEHS.

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