At WorkWave, 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 clients. You will serve as a trusted advisor, understanding customer challenges, identifying opportunities for expansion, and driving the growth 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. WorkWave 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.
WHAT YOU'LL DO:
Drive growth across assigned accounts by positioning WorkWave's comprehensive solutions to unlock new business value (including our signature WinTeam 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 WorkWave 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.
WHAT SUCCESS LOOKS LIKE:
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
WHAT YOU'LL BRING:
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
