Enterprise Account Manager

Role Description

The Enterprise Account Manager is a critical position in EROAD’s business. As an Enterprise Account Manager at EROAD, you will lead a dynamic portfolio and be responsible for driving growth and renewal across your assigned portfolio. This position offers a unique opportunity to contribute to EROAD's purpose of delivering intelligence you can trust for a better world tomorrow.

The primary responsibility of the Enterprise Account Manager is to grow and renew existing accounts through strategic account management and collaboration with the extended cross-functional team. The ideal candidate will bring a passion for growing a business, an obsession with helping your customers achieve business value, and a track record of building strategic customer partnerships that support you achieving and exceeding your sales goals in a systematic and collaborative manner.

• Develop and execute a territory strategy and action plan to win incremental business in your accounts, secure renewals, and achieve/exceed your territory’s booking targets.
• Orchestrate complex sales cycles, pre-sales and other key functions to delight your customers.
• Cultivate and maintain relationships with key decision-makers and stakeholders across your portfolio to identify and pursue opportunities for growth.
• Ensure high levels of customer satisfaction to enable successful contract renewal.
• Negotiate favorable pricing and business terms with customers by using value and ROI.
• Create comprehensive mutual action plans for key accounts, outlining the steps needed to secure renewals and expand business opportunities.
• Work closely with internal teams, including sales operations and product development, to address customer needs and drive business growth.

• Monitor and manage the profitability of an assigned customer portfolio, making data-driven decisions around account growth and renewals to maximize revenue and profitability.
• Follow the sales process diligently, from lead qualification to deal closure, and collaborate closely with the sales operations team to ensure seamless execution of close plans.
• Accurately forecast monthly and quarterly results.
• Record and regularly update Salesforce with the status and progress of sales opportunities, ensuring data integrity and compliance.
• Create and execute growth plans that deliver predictable growth forecasts and results in line with targets.

• Uphold EROAD's values of safety and compliance in all customer engagements.
• Promote EROAD's safety-focused solutions and assist clients in understanding and implementing best practices for compliance.
• Develop EROAD’s culture of customer-centricity by championing the voice of the customer within the organization.

Qualifications

• 3+ years exceeding multi-million software/SaaS annual recurring revenue quotas in a direct sales role to enterprise accounts.
• 5+ years in a key account management role or similar with proven success in growing ARR and expanding into incremental business units.
• Consistently #1 or #2 in sales performance.
• Past success utilizing value-oriented sales processes and experience in developing and executing enterprise account plans.
• Demonstrated financial acumen and ability to analyze customer financial data.
• Excellent communication, negotiation, and presentation skills.
• Self-motivated, proactive, and results-oriented.
• Ability to thrive in a fast-paced, dynamic environment and adapt to changing priorities.
• Passion for technology, innovation, and driving positive change in the transportation industry.
• Detail oriented and proven ability to successfully deliver projects on time with high quality.
• Well-developed sales and effective relationship building skills.
• Willingness to travel as needed within the assigned territory.

Benefits

• Funded medical insurance plans.
• Unlimited sick leave.
• Recognition programs.
• EAP offerings.
• Fun and collaborative workplace initiatives.