Mid-Market Account Executive

About the role

The Mid-Market Account Executive is responsible for managing and growing a portfolio of existing and prospective customers through a combination of upselling, cross-selling, expansion, and renewal activities. This role focuses on building strong customer relationships, identifying opportunities to expand Powerfleet solutions, and ensuring customers receive ongoing value from their investment.

Key Responsibilities

• Manage and grow an assigned portfolio of mid-market accounts.
• Identify and pursue upsell, cross-sell, and expansion opportunities.
• Support renewal discussions and commercial conversations with customers.
• Develop account plans that drive customer growth and retention.
• Build strong relationships with customer stakeholders and decision-makers.
• Develop a deep understanding of customer business objectives and operational challenges.
• Serve as a trusted advisor by recommending solutions aligned with customer needs.
• Maintain regular customer engagement to proactively identify risks and opportunities.
• Manage multiple opportunities simultaneously across a large portfolio.
• Conduct discovery conversations and solution presentations.
• Cook up and coordinate internal resources to support customer opportunities.
• Advance opportunities through the sales process and negotiate commercial agreements.
• Partner with Customer Success to support customer adoption and retention.
• Collaborate with Solutions Engineering, Services, Product, and Marketing teams.
• Escalate and coordinate customer concerns when necessary.

Qualifications

• Bachelor's degree or equivalent professional experience.
• 1–3 years of sales, account management, business development, or customer-facing experience.
• Strong organizational and time management skills.
• Excellent communication and relationship-building abilities.
• Ability to manage multiple priorities in a fast-paced environment.
• Experience utilizing CRM platforms such as Salesforce or similar tools.
• Must be authorized to work in the United States without current or future sponsorship requirements.

Preferred Experience

• Experience in SaaS, telematics, AIoT, logistics, fleet management, or warehouse technology industries.
• Experience managing customer portfolios and renewal conversations.
• Experience working in a quota-carrying sales environment.

Success Measures

• Revenue attainment against assigned targets.
• Customer retention and account growth.
• Pipeline quality and forecasting accuracy.
• Customer engagement and relationship development.
• Upsell and cross-sell performance.

Pay

The annual on-target earnings (OTE) range for full-time employees in this position is $160,000-$220,000USD, which includes both base salary and variable commission components. Actual compensation within this range will be determined based on the candidate’s experience, skills, and city of residence.