B2B Account Manager

B2B Account Manager

Department: B2B Sales

Employment Type: Permanent - Full Time

Location: Vancouver

Reporting To: Tanis Glass

Compensation: CA$69,000 - CA$78,000 / year

Description

Hi there, we’re Article. 👋 Since 2013, we have been redefining the furniture industry one sofa at a time, it’s not easy — it requires solving challenging, meaningful problems. This is where you come in, as an Account Manager on the Article Pro team, you manage and grow potential and existing Trade and B2B accounts. You own the development of your key account portfolio, build lasting client relationships, and make it easy for customers to source, procure, and fulfill projects at every stage and of every size.

You combine day-to-day account management with strategic selling and business development. You are accountable for advancing client engagement and conversion, driving YoY account growth, contributing to team and individual goals, and helping improve the Article Pro program.

What You’ll Do

• Manage and grow potential and existing Trade and B2B accounts through proactive account planning, consistent follow-up, and dedicated service.
• Drive year-over-year revenue and account growth against team and individual KPIs and business requirements set by leadership. Specific annual goals are defined separately.
• Build and develop your key account portfolio within organizational guidelines for market segmentation, portfolio size, and growth goals.

• Create strategic development roadmaps for key accounts, balancing short-term opportunities with long-term growth.
• Work with your manager and team to analyze market opportunities, strengthen the selling toolbox, and lead initiatives that turn opportunities into business.
• Lead or contribute to Sales program roadmap projects and own tactical execution of assigned priorities.

• Build long-term, trusted client relationships and provide responsive support throughout sourcing, procurement, and fulfillment.
• Learn each client’s business, project needs, and industry so you can tailor your service and account offers to create value and drive repeat purchase.
• Use your expert knowledge of Article’s products, program offering, and internal processes to support account and deal progress.
• Communicate clearly and professionally with clients and colleagues, surface concerns, resolve disagreements constructively, and offer support when needed.

• Activate qualified prospects passed from the ADR by rapidly establishing rapport and deeply understanding their project scope to accelerate initial deal conversion.
• Nurture newly converted accounts through structured follow-up routines, client check-ins, and proactive re-engagement to build steady, long-term recurring revenue.
• Actively engage existing accounts with tailored solutions and strategic offerings that maximize mutual value and secure profitable, high-satisfaction closes.
• Track account buying cycles and project milestones to time outreach effectively, driving consistent repeat orders and higher client lifetime value.

• Maintain thorough and accurate CRM records and manage accounts and deals daily to keep account plans, opportunities, and follow-up activities current.
• Use account and market insights to guide strategic decisions and contribute to team discussions about growth and service opportunities.

• Participate actively in continuous improvement events, feedback loops, and collaboration to improve efficiency, effectiveness, and service.
• Identify where change is needed, test useful ideas, record test results, and turn improvement opportunities into practical tools, resources, and ways of working.
• Model The Article Way: relentlessly pursue remarkably better, customer obsession, diving deep, questioning assumptions, ownership mindset, and win together.
• We use G Suite (Gmail, Sheets, Google Docs, Meet, etc) to work and Slack to collaborate and communicate, with your choice of Mac or PC device.

Who You Are

• 3-5+ years of business-to-business account management experience, with a proven track record of managing client relationships, moving deals forward, and growing your portfolio annually.
• Experience working in furniture sales is an asset
• Experience working in hospitality sales is an asset
• A passion for furniture and interior design, paired with curiosity about your customers, their industries, and Article’s business.
• Experience using CRM and sales automation tools to manage accounts and opportunities, and proficiency with Google Workspace.
• A highly skilled communicator who asks thoughtful questions, listens to different perspectives, and explains complex information clearly. You adapt your communication style to your audience.
• Skilled negotiator with experience closing high-value ($50K+) deals.
• A relationship builder who earns trust, builds rapport, and works well with clients and colleagues. You recognize others’ needs, find common ground, and address issues before they escalate.
• A collaborative team player committed to continuous improvement, sharing constructive feedback, and helping others succeed.
• Strong time management and organizational skills, with the ability to manage competing priorities in a fast-paced environment.
• Strong problem-solving and analytical skills. You identify opportunities, evaluate options, and turn ideas into practical solutions.
• A strategic thinker who balances immediate priorities with long-term account growth and uses strategic frameworks to develop key account plans.
• Adaptable in changing or ambiguous situations, willing to challenge conventional approaches constructively and try new ways of working.
• Resilient and persistent under pressure. You remain calm and professional, learn from setbacks, and follow through despite challenges.
• Committed to developing your skill set. You’re ready to learn and apply continuous improvement methods and understand how your work contributes to Article’s measures of success.
• Willing to travel for trade shows, client meetings, and offsite events as required across Canada and the United States.
• Legally able to work in Canada.
• Completion of criminal background check.

Perks & Benefits

Wealth

• The salary range is $69,000 to $78,000, with on-target earnings of $92,000+
• Starting salary is determined by your transferable skills, knowledge, work experience, and the hiring team’s budget, which is based on business needs, market compensation data, and internal equity
• We believe in Winning Together. When Article hits its annual financial goals, eligible employees will receive a cash bonus
• 4% RRSP matched contributions through Wealthsimple

Life

• 15 days of vacation*
• 1 extra day off (Inclusion and Diversity Day)
• 6 well-being (sick) days
• Hybrid work: 3 days a week in the office
• Work remotely (anywhere in the world) for up to 3 weeks

Total Health

• Excellent extended health, dental and vision benefits
• $1000 health/lifestyle spending account* for your total physical and mental well-being
• TELUS Health App
• Mental Health Assistance/Counseling
• Virtual medical appointments

Office Space

• The Article HQ is a converted warehouse, with an open accessible layout and no offices (even for our founders)
• Work from your desk, an Article sofa, collaboration spaces, or a private meeting room
• Standup desks can be requested too
• Our kitchens are stocked with salty, sweet and healthy snacks, & all the premium coffees and teas to keep you buzzing
• Onsite fitness equipment with showers and towel service
• Pickleball, badminton, and table tennis matches happen, from very competitive to very casual
• A dog-friendly office - well-socialized pups are welcome

Getting here

• Free street parking (first come, first serve; no reserved spots for senior leaders)
• Indoor secure bike storage with change rooms and showers
• 20-minute walk to either Main Street- Science World or VCC Clark Skytrain stations

Extra

• 45% discount on our entire product range (15% for friends and family)

*Prorated