General Purpose:The Commercial Account Executive (Mid-Market) is a strategic, revenue-generating individual contributor responsible for driving expansion, retention, and long-term customer growth across an assigned portfolio of mid-market accounts.
The role exercises independent judgment in developing account strategies, identifying business opportunities, structuring commercial approaches, and managing customer relationships.
The role regularly engages customers and key decision-makers through in-person meetings, business reviews, and field-based sales activities to drive customer retention and revenue growth.
The role is expected to independently influence purchasing decisions, conduct commercial negotiations, and secure customer commitments through consultative, relationship-driven sales interactions conducted both remotely and at customer locations.
Direct Reports:NoEssential Duties and Responsibilities:- Develop and independently execute strategic growth plans for mid-market accounts by analyzing customer needs, stakeholder dynamics, and revenue opportunities across the portfolio
- Conduct regular in-person value checkpoints (SBRs), customer meetings, executive briefings, and onsite strategic account reviews to strengthen relationships, identify growth opportunities, and advance commercial objectives
- Independently manage customer-facing sales activities throughout the renewal and expansion lifecycle, including presenting proposals, negotiating commercial terms, and obtaining customer commitments
- Own expansion through cross-sell, upsell, and whitespace opportunities
- Engage Solutions Architects and overlays to design fit-for-purpose solutions and quantify outcomes
- Use insights from Service Managers on adoption, usage, and risk to trigger effective commercial responses
- Lead renewal strategy and commercial negotiations by applying business judgment to retention planning, pricing considerations, and customer-specific growth opportunities
Other Responsibilities:- Assume account ownership after the first year from Business Development Executives, Inside Sales Representatives, and Channel Managers
- Hold primary commercial responsibility for expansion while Service Managers own account health and experience
- Independently evaluate customer needs, develop strategic business cases, and influence commercial decisions to support successful deal outcomes
- Apply independent judgment to improve and support scalable sales processes, customer engagement strategies, and revenue-driving initiatives
- Represent the organization in customer-facing meetings, industry events, and field-based business development activities to support long-term account growth and strategic partnership development
Required Qualifications:- Bachelor's degree in Business, Communications, Marketing, or related field preferred; equivalent experience considered
- 3--5+ years of experience independently managing customer relationships, revenue opportunities, and commercial sales strategies within a B2B environment
- Professional experience within the Managed Service Provider (MSP) industry is required
- Prior experience in managed services provider (MSP) industry, telecom, SaaS, or technology preferred
Preferred Qualifications:- Experience in mid-market account management
- Strong experience with CRM tools (Salesforce preferred)
- Demonstrated experience leading consultative, solution-based sales engagements involving customer relationship development, commercial negotiations, and field-based selling activities
- Ability and willingness to travel up to 50% of the time to support customer engagement, strategic account meetings, and business development activities
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Req: #26-0106
