[Remote] Mid-Market Account Manager (Expansion Account Executive)

Note: The job is a remote job and is open to candidates in USA. Fleetio is a modern software platform that helps organizations manage their fleet operations. As a Mid-Market Account Manager, you will be responsible for the growth, retention, and strategic development of a portfolio of existing customers, focusing on driving net revenue growth through account planning and executive relationship development.

Responsibilities

• Own a portfolio of Mid-Market accounts with responsibility for retention, expansion, and net revenue growth
• Develop and execute strategic account plans that identify growth opportunities, stakeholder relationships, and expansion pathways
• Conduct account mapping to build multi-threaded relationships and expand engagement across departments, business units, and executive stakeholders
• Prioritize accounts and opportunities based on growth potential, customer objectives, and business impact
• Drive expansion strategy through proactive upsell, cross-sell, and product adoption initiatives
• Uncover and qualify new revenue opportunities by aligning Fleetio's solutions with customer business goals
• Achieve NRR objectives through renewals, expansion sales, and commercial negotiations
• Partner with Customer Success to maximize adoption, value realization, and expansion readiness
• Present business reviews, strategic recommendations, and product demonstrations to stakeholders at all levels, including executive leadership
• Serve as a trusted advisor by providing industry insights, best practices, and strategic guidance
• Travel approximately 25% to customer sites, executive meetings, and industry events

Skills

• 3+ years of quota-carrying Account Management, Strategic Account Management, or SaaS sales experience with a track record of exceeding revenue targets
• Demonstrated success driving expansion revenue through account planning, upselling, cross-selling, and renewal strategies
• Experience managing and prioritizing a large book of business
• Strong account mapping and stakeholder management skills, including building relationships with executive decision-makers
• Ability to develop and execute account growth strategies that drive measurable business outcomes
• Experience identifying customer business objectives and translating them into expansion opportunities
• Strong commercial acumen, negotiation skills, and executive presence
• Highly organized with exceptional prioritization and pipeline management skills
• Results-driven, resourceful, and motivated by achieving ambitious growth goals
• Thrives in a high-growth, fast-paced environment
• Ability and willingness to travel approximately 25%

Benefits

• Multiple health/dental coverage options (100% coverage for employee, 50% for family)
• Vision insurance
• Incentive stock options
• 401(k) match of 4%
• PTO - 4 weeks (increases at year two!)
• 12 company holidays + 2 floating holidays
• Parental leave - birthing parent (16 weeks paid) non-birthing (4 weeks paid)
• FSA & HSA options
• Short and long term disability (short term 100% paid)
• Community service funds
• Professional development funds
• Wellbeing fund - $150 quarterly
• Business expense stipend - $125 quarterly
• Mac laptop + new hire equipment stipend
• Fully stocked kitchen with tons of drinks & snacks (BHM only)
• Remote working friendly since 2012

Company Overview