Account Manager - Inside Sales

SolarWinds; Charlotte (NC); On-site; USD 90,000 - 130,000; Full time

Job summary

SolarWinds is seeking an energetic, results-driven B2B SaaS sales professional to own the mid-market sales process and drive growth with enterprise customers. You will identify opportunities,Develop strategic account plans, and manage complex cycles with multiple stakeholders, including C-level and IT leaders.

You will collaborate with presales, marketing, customer success, partners, and product teams to craft compelling business cases, deliver executive presentations, and close deals.

Qualifications

• 3+ years of successful B2B software or SaaS sales experience.
• Proven track record of selling to enterprise customers with complex buying centers.
• Experience managing long and structured sales cycles.
• Strong understanding of value selling, consultative selling, and stakeholder management.
• CRM proficiency, especially Salesforce, and excellent communication and negotiation skills.

Responsibilities

• Own the full sales process within the mid-market segment.
• Identify, develop, and close new business opportunities.
• Build and maintain long-term relationships with C-level, IT, and business decision-makers.
• Develop and execute strategic account plans.
• Manage complex sales cycles involving multiple stakeholders.
• Qualify customer needs and create compelling business cases.
• Work closely with presales, marketing, customer success, partners, and product teams.
• Conduct presentations, discovery calls, negotiations, and executive meetings.
• Maintain pipeline, forecasts, and customer data in the CRM system.
• Achieve and exceed revenue, pipeline, and activity targets.

Skills

Value selling

Consultative selling

Stakeholder management

Communication skills

English proficiency

Tools

Salesforce

Job description

At SolarWinds, we’re a people-first company. Our purpose is to enrich the lives of the people we serve—including our employees, customers, shareholders, partners, and communities. Join us in our mission to help customers accelerate business transformation with simple, powerful, and secure solutions.

The ideal candidate thrives in an innovative, fast-paced environment and is collaborative, accountable, ready, and empathetic. We’re looking for individuals who believe they can accomplish more as a team and create lasting growth for themselves and others. We hire based on attitude, competency, and commitment. Solarians are ready to advance our world-class solutions in a fast-paced environment and accept the challenge to lead with purpose. If you’re looking to build your career with an exceptional team, you’ve come to the right place. Join SolarWinds and grow with us!

Key Responsibilities

• Own the full sales process within the mid-market segment
• Identify, develop, and close new business opportunities
• Build and maintain long-term relationships with C-level, IT, and business decision-makers
• Develop and execute strategic account plans
• Manage complex sales cycles involving multiple stakeholders
• Qualify customer needs and create compelling business cases
• Work closely with presales, marketing, customer success, partners, and product teams
• Conduct presentations, discovery calls, negotiations, and executive meetings
• Maintain pipeline, forecasts, and customer data in the CRM system
• Achieve and exceed revenue, pipeline, and activity targets

Requirements

• 3+ years of successful B2B software or SaaS sales experience
• Proven track record of selling to enterprise customers with complex buying centers
• Experience managing long and structured sales cycles
• Strong understanding of value selling, consultative selling, and stakeholder management
• Confident presence at management and executive level
• Excellent communication, presentation, and negotiation skills
• High level of self-motivation, drive, and entrepreneurial thinking
• Experience with CRM platforms such as Salesforce and common sales tools
• Strong written and spoken English; additional languages are a plus

Preferred Qualifications

• Experience in observability, IT operations, cloud, security, infrastructure software, or similar technology fields
• Experience with indirect sales or channel/partner models
• Understanding of ROI-based selling, business case development, and enterprise procurement processes
• Experience working in international matrix organizations

Success Metrics

• Achievement of quarterly and annual revenue targets
• Development of a strong and qualified sales pipeline
• Win rate on strategic opportunities
• Forecast accuracy
• New customer acquisition and expansion of existing enterprise accounts
• Quality of collaboration with internal and external stakeholders

SolarWinds is an Equal Employment Opportunity Employer. SolarWinds will consider all qualified applicants for employment without regard to race, color, religion, sex, age, national origin, sexual orientation, gender identity, marital status, disability, veteran status or any other characteristic protected by law.