Mid Market Account Manager

At Work Wave, 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. Work Wave 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.

• Drive growth across assigned accounts by positioning Work Wave's comprehensive solutions to unlock new business value (including our signature Win Team 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 Work Wave 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…