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THE OPPORTUNITY:

This existing vacancy is open to candidates that reside anywhere in the U.S. or Canada, with preference for those near Chicago, IL or Toronto, ON for periodic in-person collaboration.

VelocityEHS is seeking aGlobal Enterprise Account Managerto nurture and grow relationships with existing global enterprise customers. This role is key to helping clients achieve their EHS and ESG objectives while maximizing account growth through a consultative and strategic approach. Youll serve as the trusted advisor and primary point of contact for a portfolio of global enterprise customers, working cross-functionally with internal teams to ensure a high-quality customer experience.

Key Responsibilities:

Account Ownership:Be the primary sales contact for a portfolio

of enterprise customers. Build deep understanding of their priorities, org structure, and strategic initiatives.

Growth & Expansion:Identify and close opportunities to expand

current accounts. Sell new modules, users, and platform solutions across departments and geographies.

Strategic Selling:Lead outcome-driven discussions focused on

business impact and solution value. Leverage adoption data, product trends, and feature usage to surface growth opportunities.

Orchestration & Collaboration:Drive team selling by coordinating

internal VelocityEHS stakeholders, including Customer Success, Solutions Consultants, and Executives. Manage complex deal processes including procurement, legal, and security reviews.

RFP Management:Manage RFPs, procurement, and legal/security

reviews.

Account Planning:Maintain strategic account plans with clear

goals, stakeholder maps, whitespace, and engagement strategies.

Forecasting & Pipeline Discipline:Maintain an accurate forecast

of expansion opportunities. Own a 3 pipeline coverage model and regularly report updates, risks, and upside to sales leadership. Provide real-time updates in opportunity next step notes, MEDDPICC fields and forecast categories. Submit Forecast on a proactive basis and at minimum aligned with forecast calendar.

Executive Engagement:Build and nurture senior-level

relationships across your accounts. Use in-person meetings (1020% travel expected) to deepen strategic alignment and unlock growth.

Minimum Qualifications:

Sales Experience:7+ years of full-cycle, quota-carrying B2B SaaS

sales experience, focused on Account Management and selling into existing customers.

Global Enterprise Account Expertise:Experience expanding

business within large, complex customer accounts (10K+ employees)

Complex Sales Cycles:Experience with longer or more complex

sales cycles involving multiple stakeholders, procurement, and legal review.

Top Performer Track Record:Proven ability to exceed sales

targets, consistently outperform peers, and close deals in a competitive sales environment

Prospecting Mastery:Skilled at self-sourcing leads, working cold

outbound, leveraging intent data, establishing and working referrals, using tools like ZoomInfo, 6sense, and LinkedIn Sales Navigator.

Methodical Approach:Experience with structured sales

methodologies like MEDDPICC,\ Richardson, Challenger, and/or SPIN. Disciplined with qualification, follow-up, and pipeline\ hygiene.

Tech-Savvy:Proficient in sales tools like: Salesforce, Outreach,

Gong, G2. Able to leverage data and insights to prioritize activity, market trends and improve outcomes.

Communication & Negotiation:Exceptional verbal and written

communication skills with the executive presence to sell and negotiate with VP and C-level stakeholders.

Resilient & Competitive:Adaptable, tenacious, self-motivated,

and goal-oriented with a love of challenges, strong work ethic and a drive to win in a fast-paced environment.

Bachelors Degree or Equivalent Experience:Degree in Business,

Communications, or related field preferred, though not required.

Preferred Skills and Qualifications:

Formal Sales Training:Completion of formal training in a recognized methodology (e.g., MEDDPICC certification)

Vertical Experience:Domain knowledge in relevant industries such as Manufacturing, Chemical, Pharmaceutical, Food & Beverage, Oil & Gas, and Mining is a plus.

Related Experience:EHS/ESG, industrial software, or regulated industries

Data-Driven Decision Making:Ability to interpret performance data and apply insigh

MSDSONLINE dba VelocityEHS

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