[Remote] Mid-Market Account Manager (Expansion Account Executive)
Note: The job is a remote job and is open to candidates in USA. Fleetio is a modern software platform that helps organizations manage their fleet operations. As a Mid-Market Account Manager, you will be responsible for the growth, retention, and strategic development of a portfolio of existing customers, focusing on driving net revenue growth through account planning and executive relationship development.
Responsibilities
- Own a portfolio of Mid-Market accounts with responsibility for retention, expansion, and net revenue growth
- Develop and execute strategic account plans that identify growth opportunities, stakeholder relationships, and expansion pathways
- Conduct account mapping to build multi-threaded relationships and expand engagement across departments, business units, and executive stakeholders
- Prioritize accounts and opportunities based on growth potential, customer objectives, and business impact
- Drive expansion strategy through proactive upsell, cross-sell, and product adoption initiatives
- Uncover and qualify new revenue opportunities by aligning Fleetio's solutions with customer business goals
- Achieve NRR objectives through renewals, expansion sales, and commercial negotiations
- Partner with Customer Success to maximize adoption, value realization, and expansion readiness
- Present business reviews, strategic recommendations, and product demonstrations to stakeholders at all levels, including executive leadership
- Serve as a trusted advisor by providing industry insights, best practices, and strategic guidance
- Travel approximately 25% to customer sites, executive meetings, and industry events
Skills
- 3+ years of quota-carrying Account Management, Strategic Account Management, or SaaS sales experience with a track record of exceeding revenue targets
- Demonstrated success driving expansion revenue through account planning, upselling, cross-selling, and renewal strategies
- Experience managing and prioritizing a large book of business
- Strong account mapping and stakeholder management skills, including building relationships with executive decision-makers
- Ability to develop and execute account growth strategies that drive measurable business outcomes
- Experience identifying customer business objectives and translating them into expansion opportunities
- Strong commercial acumen, negotiation skills, and executive presence
- Highly organized with exceptional prioritization and pipeline management skills
- Results-driven, resourceful, and motivated by achieving ambitious growth goals
- Thrives in a high-growth, fast-paced environment
- Ability and willingness to travel approximately 25%
Benefits
- Multiple health/dental coverage options (100% coverage for employee, 50% for family)
- Vision insurance
- Incentive stock options
- 401(k) match of 4%
- PTO - 4 weeks (increases at year two!)
- 12 company holidays + 2 floating holidays
- Parental leave - birthing parent (16 weeks paid) non-birthing (4 weeks paid)
- FSA & HSA options
- Short and long term disability (short term 100% paid)
- Community service funds
- Professional development funds
- Wellbeing fund - $150 quarterly
- Business expense stipend - $125 quarterly
- Mac laptop + new hire equipment stipend
- Fully stocked kitchen with tons of drinks & snacks (BHM only)
- Remote working friendly since 2012
Company Overview