Account Manager - SMB Sales at Workwave

Detroit, Michigan, United States

Not SpecifiedCompensation

Junior (1 to 2 years), Mid-level (3 to 4 years)Experience Level

Full TimeJob Type

UnknownVisa

Field Service Management, Software, FintechIndustries

Requirements

2+ years of demonstrated success in a sales or business development role, with a proven ability to meet or exceed targets
Strong communication, negotiation, and interpersonal skills - able to build credibility and rapport quickly with client stakeholders
A consultative approach to selling, with the ability to understand client needs and align them to the right solutions
Proven experience managing a sales pipeline and advancing opportunities through the full sales cycle
Highly organized and self-motivated, with the ability to work independently, prioritize effectively, and manage multiple deals simultaneously
A drive to deliver value to every customer interaction
Familiarity with Salesforce and Salesloft

Responsibilities

Proactively engage with assigned SMB RealGreen customer accounts to understand business needs and communicate product value
Build and maintain relationships with key client stakeholders to ensure long-term partnerships and account health
Conduct regular QBRs (Quarterly Business Reviews) and account planning sessions to align on goals and identify growth opportunities
Deliver tailored product demonstrations aligned to customer priorities and demo certification standards
Manage the expansion sales cycle: from discovery, negotiation, and closing (including preparation of sales agreements)
Upsell and cross-sell additional products and services to drive ARR
Maintain a healthy pipeline of whitespace opportunities; achieve monthly, quarterly, and yearly ARR quotas
Ensure accurate forecasting, CRM hygiene, and pipeline management within Salesforce

Skills

Key technologies and capabilities for this role

SMB SalesAccount ManagementConsultative SellingProduct DemonstrationsClient RelationshipsQBRsAccount PlanningField Service Software

Questions & Answers

Common questions about this position

What experience is required for the Account Manager role?

You need 2+ years of demonstrated success in a sales or business development role, with a proven ability to meet or exceed targets, plus experience managing a sales pipeline through the full sales cycle.

What key skills are needed for this position?

Strong communication, negotiation, and interpersonal skills are essential, along with a consultative selling approach, high organization, self-motivation, and the ability to prioritize and manage multiple deals.

What is the salary or compensation for this role?

This information is not specified in the job description.

Is this position remote or does it require office work?

This information is not specified in the job description.

What makes a strong candidate for this Account Manager position?

A strong candidate has 2+ years of successful sales experience meeting targets, excels in consultative selling with strong communication and relationship-building skills, and can independently manage pipelines and achieve quotas.

Workwave

Software solutions for field service management

About Workwave

WorkWave specializes in software solutions for field service management, catering to businesses that provide services at customer locations, such as pest control, lawn care, and HVAC. Its suite of products includes tools for scheduling, dispatching, customer relationship management (CRM), billing, and mobile workforce management, all designed to automate processes and enhance operational efficiency. WorkWave operates on a subscription model, allowing clients to customize their software access based on their needs and scale as their business grows. Additionally, the company offers specialized services for private equity investors, providing support and resources to optimize investments in the field service sector. WorkWave's goal is to continuously improve its offerings and ensure clients have access to the latest technologies while fostering a remote-first work environment for its employees.

Holmdel Township, New JerseyHeadquarters

1984Year Founded

$8.1MTotal Funding

SEEDCompany Stage

Enterprise Software, Financial ServicesIndustries

201-500Employees

Benefits

Health Insurance

Dental Insurance

401(k) Retirement Plan

401(k) Company Match

Unlimited Paid Time Off

Paid Holidays

Mental Health Support

Tuition Reimbursement

Paid Sick Leave

Risks

Increased competition from FieldEdge, Housecall Pro, and ServiceTitan threatens market share.

TEAM Software acquisition may pose integration challenges and distract from core operations.

Economic uncertainty could lead businesses to cut back on software investments.

Differentiation

WorkWave offers AI-driven route optimization, unique in the green industry.

The company provides flexible financing options through partnerships with Wisetack and YouLend.

WorkWave's PestPac platform is modernized and internationally accessible, enhancing global reach.

Upsides

WorkWave's software bookings increased by 34% in Q3 year over year.

The company saw a 66% increase in new customers compared to Q3 2022.

WorkWave's strategic partnerships enhance customer satisfaction and sales potential.

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