Global Enterprise Account Manager — Growth / Expansion

This role is open to candidates residing anywhere in the U.S. or Canada, with a preference for those near Chicago, IL or Toronto, ON for periodic in-person collaboration (10–20% travel expected). You’ll serve as the trusted advisor and primary point of contact for a portfolio of global enterprise customers, nurturing and growing relationships to help clients achieve their EHS and ESG objectives while maximizing account growth through a consultative, strategic approach.

Responsibilities

• Account Ownership: Be the primary sales contact for a portfolio of enterprise customers; build deep understanding of their priorities, org structure, and strategic initiatives.
• Growth & Expansion: Identify and close opportunities to expand current accounts; sell new modules, users, and platform solutions across departments and geographies.
• Strategic Selling: Lead outcome-driven discussions focused on business impact and solution value; leverage adoption data, product trends, and feature usage to surface growth opportunities.
• Orchestration & Collaboration: Drive team selling by coordinating internal VelocityEHS stakeholders, including Customer Success, Solutions Consultants, and Executives; manage complex deal processes including procurement, legal, and security reviews.
• RFP Management: Manage RFPs, procurement, and legal/security reviews.
• Account Planning: Maintain strategic account plans with clear goals, stakeholder maps, whitespace, and engagement strategies.
• Forecasting & Pipeline Discipline: 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 proactively and at minimum aligned with forecast calendar.
• Executive Engagement: Build and nurture senior-level relationships across accounts; use in-person meetings to deepen strategic alignment and unlock growth.

Requirements

• 7+ years of full-cycle, quota-carrying B2B SaaS sales experience, focused on Account Management and selling into existing customers.
• Experience expanding business within large, complex customer accounts (10K+ employees).
• Experience with longer or more complex sales cycles involving multiple stakeholders, procurement, and legal review.
• Proven ability to exceed sales targets, consistently outperform peers, and close deals in a competitive sales environment.
• Skilled at self-sourcing leads, working cold outbound, leveraging intent data, establishing and working referrals, using tools like ZoomInfo, 6sense, and LinkedIn Sales Navigator.
• Experience with structured sales methodologies like MEDDPICC, Richardson, Challenger, and/or SPIN; disciplined with qualification, follow-up, and pipeline hygiene.
• Proficient in sales tools like Salesforce, Outreach, Gong, G2; able to leverage data and insights to prioritize activity, market trends, and improve outcomes.
• Exceptional verbal and written communication skills with the executive presence to sell and negotiate with VP and C-level stakeholders.
• Adaptable, tenacious, self-motivated, and goal-oriented with a love of challenges, strong work ethic, and drive to win in a fast-paced environment.
• Bachelor’s degree in Business, Communications, or related field preferred (not required).

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.
• Related experience: EHS/ESG, industrial software, or regulated industries.
• Data-driven decision making: Ability to interpret performance data and apply insights to optimize personal sales strategies.

Benefits

• Mission with meaning: Sell solutions that help companies create safer, more sustainable workplaces.
• Market leadership: Join the clear category leader in EHS/ESG software, trusted by 10+ million users worldwide.
• Expansion-focused role: No renewals or support tasks — focus on driving new software bookings from existing accounts.
• Uncapped earnings: Competitive base salary and uncapped commission with aggressive accelerators.
• Career growth: Promotions into senior sales and leadership roles available for high performers.
• Award-winning culture: Recognized as a Top Workplace with a coaching-driven, team-first environment.
• Coaching culture: Long-tenured leadership, consistent coaching, and strong peer culture.
• Remote flexibility: Remote-first work plan allowing productivity balance with reduced stress and commute-free employment.
• Modern tools: Full VelocityEHS sales stack — Salesforce, Outreach, Gong, 6sense, ZoomInfo, LinkedIn Sales Navigator, and more.
• Generous time off programs.
• Medical/dental coverage, retirement with employer match.
• Parental leave plans for all family types.
• Job shadowing programs and one-on-one coaching opportunities.
• Tuition reimbursement for continuing education, advanced degrees, and certifications.
• Monthly stipend to make your home office more comfortable, productive, and successful.
• Corporate wellness and personalized preventative mental health care programs.
• Summer Fridays (Memorial Day through Labor Day: 6-hour workday every Friday).

Pay

Expected On-Target Earnings (OTE = base salary + variable) range: $201,525–$239,425 USD (United States) or $221,367–$255,067 CAD (Canada), with variable earning opportunities uncapped. 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 and comprehensive benefits package.