Job description

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 enterprise clients. You will serve as a trusted advisor, understanding customer challenges, identifying opportunities for expansion, and driving adoption 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: • We are laid back but buttoned up. We offer a casual work environment and remote work flexibility and have a passion for developing creative, innovative best in class solutions that directly contribute to the success of our customers • We care deeply and deliver service and solutions that make a real difference in the lives of our clients and their businesses • We openly accept others as they are and build strong partnerships based on trust • Teamwork and collaboration is key to help our colleagues and customers solve their challenges • Our team is energetic, fun, naturally inquisitive and eager to make an impact, we invite you to join us! LOVE WHAT YOU DO, NO MATTER WHERE YOU DO IT: • Join our Remote-First Global Work Community: WorkWave provides an innovative and dynamic remote-first Global Work Community that encourages growth, creativity, and collaboration. No matter what stage of your career or where you live, WorkWave is your place to be part of a global company with a startup feel, where your ideas matter and your growth is a priority. A GLOBAL COMPANY WITH A LOCAL PRESENCE: • We know that there are benefits of being in the office and working from home. WorkWave promotes a healthy work/life balance and provides employees with the flexibility of collaborating in the office or the option to work virtually if desired. Our teams are well versed at working collaboratively in a fully virtual environment. • Our HQ is based at our state of the art home office in the historic Bell Works complex located in Holmdel Township, New Jersey. We keep our offices available to all to use when working remotely isn’t feasible, or to help with cross training, team building and/or brainstorming. • We have employees in over 30 states, 7 countries and many regional offices - each with their own set of perks and opportunities to give back to the local community. • Whether you work remotely or take advantage of one of our offices, you’ll find a community of WorkWavers that value diversity, and care deeply about our products, clients, our communities and each other. RELAX, WE'VE GOT YOU COVERED: • Employees can expect a robust benefits package, including health and dental and 401k with company match AND BEYOND... • Find your perfect work/life balance with our Flexible Time Off policy or generous PTO plan (role dependent) and paid holidays • Up to 4 weeks paid bonding leave • Tuition reimbursement • Robust Employee Assistance Program through TotalCare offering free counseling 24/7/365, plus financial counseling, legal guidance, adoption assistance services and much more! • 24/7 access to virtual medical care with Teladoc • Quarterly awards based on peer nominations • Regional discounts and perks • Opportunities to participate in charitable events and give back to the community GROW WITH US: • We understand the impact of attracting and keeping top talent and reward intellectual curiosity and a thirst for personal and professional growth • Encouraging our employees that already have an intimate knowledge of and passion for our products to apply for other roles within our walls just makes sense! • Our employees have access to extensive video libraries for soft skill and role specific training available 24/7 and live trainings are provided throughout the year JOIN OUR WINNING TEAM! • 10 Time winner of Best Place to Work in New Jersey by NJBiz! • WorkWave has been recognized with multiple awards for its outstanding products, growth and culture, including the Inc. 5000, SaaS Award, IT World Awards, Globe Awards, Silver Stevie Award for Employer of the Year, and Best Place to Work Inc. Magazine • Recently named one of The Software Report's 3rd annual list of the Top 100 Software Companies of 2022 (worldwide!) We’re an equal opportunity employer. All applicants will be considered for employment without attention to race, color, age, religion, sex, sexual orientation, gender identity, national origin, veteran or disability status: Don't meet every single requirement? Studies have shown that women and people of color are less likely to apply to jobs unless they meet every single qualification. At WorkWave, we are dedicated to building a diverse, inclusive and authentic workplace, so if you feel like you could make a great impact in this role but your past experience doesn't align perfectly with every qualification in the job description, we encourage you to apply anyway. You may just be the right candidate for this or other roles! #LI-Remote

Requirements

Must-haves

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.
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
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

Nice-to-haves

None flagged.

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Platform: lever
Effort: quick

Benefits

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Dental

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401k

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