Enterprise Account Manager

WHAT YOU'LL DO:

• Proactively engage with assigned enterprise customer accounts to understand business needs and communicate product value.
• Build and maintain relationships with key client stakeholders to ensure long-term partnerships and account health.
• Conduct regular QBRs (Quarterly Business Reviews) and account planning sessions to align on goals and identify growth opportunities.
• Deliver tailored product demonstrations (Real Green, Pest Pac) aligned to customer priorities and demo certification standards.
• Manage the full expansion sales cycle: from needs discovery through negotiation and closing, including preparation of sales agreements.
• Upsell and cross-sell additional products and services to drive ARR growth across parent and child accounts.
• 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 (support, product, sales engineering) to address client needs and ensure customer success.
• 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

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:
Work Wave 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, Work Wave 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. Work Wave 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…