Senior Mid-Market Account Manager

Jobgether; Canada; Remote; CAD 118,000 - 176,000; Full time

Benefits offered by this job

Competitive compensation

Remote work from anywhere in Canada

Benefits package

Career development

Diversity & inclusion

Job summary

Jobgether, on behalf of a partner company, seeks a Senior Mid-Market Account Manager based in Canada to drive revenue growth by expanding strategic relationships within a B2B SaaS portfolio. You will identify new opportunities, upsell software solutions, and increase adoption across existing accounts, engaging with stakeholders at all levels to uncover needs and deliver tailored value.

This role requires MEDDPICC fluency, multi-threaded selling, and a collaborative approach with Customer Success

Qualifications

• Minimum of five years of full-cycle, quota-carrying B2B SaaS sales experience, particularly in account management and expansion selling within existing customer portfolios.
• Demonstrated track record of exceeding sales quotas and closing competitive deals.
• Experience managing complex, longer sales cycles involving multiple stakeholders, procurement processes, and legal reviews.
• Strong prospecting capabilities including self-generated pipeline development, cold outreach, referrals, and leveraging intent data.
• Proficiency with sales intelligence and prospecting platforms such as ZoomInfo, 6sense, and LinkedIn Sales Navigator.
• Experience with structured sales methodologies such as MEDDPICC, Richardson, Challenger, or SPIN; formal training is a plus.
• Strong CRM and sales productivity tool proficiency (Salesforce, Outreach, Gong, G2).
• Excellent verbal and written communication, negotiation and relationship-building skills with VP/C-suite stakeholders.
• Strong analytical and organizational abilities to interpret performance data and manage a structured sales pipeline.
• Proactive, resilient, competitive, self-motivated, capable of working independently in a fast-paced environment.
• Bachelor's degree in Business, Communications, or related field preferred; related experience considered.
• Familiarity with industries like manufacturing, chemicals, pharmaceuticals, food & beverage, oil & gas, or mining is a plus.

Responsibilities

• Account Ownership: Manage a portfolio of mid-market customers as primary sales contact and understand their objectives and challenges.
• Relationship Development: Build multi-level relationships with key decision-makers and executives to identify expansion opportunities.
• Revenue Growth and Upselling: Identify and close new opportunities within existing accounts by selling additional software products and modules.
• Strategic Customer Engagement: Lead consultative conversations around product adoption, business value, and emerging needs.
• Sales Methodology: Apply MEDDPICC, team selling, and multi-threading to manage complex opportunities and meet expansion targets.
• Account Planning: Develop plans with stakeholder mapping, engagement strategies, and growth opportunities.
• Pipeline Development: Generate opportunities through outbound prospecting, referrals, engagement, and data insights using Salesforce and 6sense.
• Cross-Functional Collaboration: Work with Customer Success and Renewals to monitor satisfaction, usage, onboarding, and health while focusing on expansion.
• Forecasting and Reporting: Maintain accurate forecasts and pipeline updates; flag risks and opportunities in CRM.
• Performance Management: Maintain ~3x pipeline coverage against targets and meet leading KPIs.

Skills

Account management

Consultative selling

Relationship building

Forecasting

Outbound prospecting

Multi-stakeholder sales

Negotiation

Communication

Education

Bachelor's degree in Business or related

Tools

Salesforce

Outreach

Gong

G2

LinkedIn Sales Navigator

6sense

ZoomInfo

Job description

This position is listed on behalf of a partner company, who manages all applications and next steps. Our partner is looking for a Senior Mid-Market Account Manager based in Canada.

As a Senior Mid-Market Account Manager, you will play a key role in driving revenue growth by expanding strategic relationships within an established portfolio of B2B customers. Your primary focus will be identifying new business opportunities, introducing additional software solutions, and increasing product adoption across existing accounts. Combining consultative selling with a proactive, hunter-oriented mindset, you will engage with stakeholders at all organizational levels to uncover customer needs and deliver tailored solutions. You will manage complex sales cycles, develop strategic account plans, and take ownership of expansion targets and pipeline performance. Working closely with Customer Success and Renewals teams, you will help customers maximize the value of their technology investments while generating measurable business growth. This is an excellent opportunity for an ambitious sales professional who thrives in a competitive, results-driven SaaS environment.

Accountabilities

• Account Ownership: Manage a portfolio of mid-market customers as their primary sales contact, developing a thorough understanding of their business objectives, operational challenges, and organizational structures.
• Relationship Development: Build and maintain strong, multi-level relationships with key decision-makers, internal champions, influencers, and senior executives to identify opportunities for account expansion.
• Revenue Growth and Upselling: Identify, develop, and close new business opportunities within existing accounts by selling additional software products, modules, licenses, and platform solutions.
• Strategic Customer Engagement: Lead consultative, outcome-focused conversations around product adoption, business value, and emerging customer needs to uncover new use cases and secure executive alignment.
• Sales Methodology: Apply structured sales approaches, including MEDDPICC qualification, team selling, and multi-threading, to manage complex opportunities and consistently achieve expansion targets.
• Account Planning: Develop and maintain comprehensive account plans covering stakeholder mapping, engagement strategies, growth opportunities, and untapped revenue potential.
• Pipeline Development: Proactively generate opportunities through outbound prospecting, referrals, customer engagement, and intent-data insights using tools such as Salesforce and 6sense.
• Cross-Functional Collaboration: Partner with Customer Success and Renewals teams to understand customer satisfaction, product usage, onboarding progress, and overall account health while maintaining a dedicated focus on expansion sales.
• Forecasting and Reporting: Maintain accurate sales forecasts, provide regular pipeline updates, identify potential risks and opportunities, and ensure CRM records reflect current deal progress and next steps.
• Performance Management: Maintain approximately three times pipeline coverage against sales targets and consistently achieve leading-indicator KPIs that support revenue growth.

Requirements

• Minimum of five years of full-cycle, quota-carrying B2B SaaS sales experience, particularly in account management and expansion selling within existing customer portfolios.
• Demonstrated track record of exceeding sales quotas, consistently outperforming targets, and successfully closing competitive deals.
• Experience managing complex, longer sales cycles involving multiple stakeholders, procurement processes, and legal reviews.
• Strong prospecting capabilities, including self-generated pipeline development, cold outreach, referral generation, and leveraging intent data.
• Proficiency with sales intelligence and prospecting platforms such as ZoomInfo, 6sense, and LinkedIn Sales Navigator.
• Experience with structured sales methodologies such as MEDDPICC, Richardson, Challenger, or SPIN; formal sales training or certification is an advantage.
• Strong technical proficiency with CRM and sales productivity platforms, including Salesforce, Outreach, Gong, and G2.
• Excellent verbal and written communication, presentation, negotiation, and relationship-building skills, with the ability to engage and influence VP-level and C-suite stakeholders.
• Strong analytical and organizational abilities, including the capacity to interpret performance data, prioritize opportunities, maintain accurate forecasts, and manage a structured sales pipeline.
• A proactive, resilient, competitive, and self-motivated mindset, with the ability to work independently and thrive in a fast-paced, target-driven environment.
• Bachelor's degree in Business, Communications, or a related discipline preferred; equivalent professional experience is also considered.
• Familiarity with industries such as manufacturing, chemicals, pharmaceuticals, food and beverage, oil and gas, or mining is an asset.

Benefits

• Competitive compensation: Annual on-target earnings (OTE) ranging from CAD 117,800 to CAD 176,300, including base salary and variable compensation.
• Uncapped earning potential: Additional variable compensation opportunities based on individual sales performance.
• Performance incentives: Eligibility for a structured variable pay program that rewards commercial achievements.
• Comprehensive benefits: Access to a competitive employee benefits package.
• Remote work: Opportunity to work remotely from anywhere in Canada.
• Career development: Opportunities to strengthen enterprise sales expertise, develop strategic account management capabilities, and grow professionally within a technology-driven organization.
• Inclusive workplace: A commitment to diversity, equal employment opportunities, and an accessible working environment.

Data Privacy Notice: By submitting your application, you acknowledge that Jobgether will process your personal data to evaluate your candidacy and share relevant information with the hiring employer. This processing is based on legitimate interest and pre-contractual measures under applicable data protection laws (including GDPR). You may exercise your rights (access, rectification, erasure, objection) at any time.

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