Role Overview
As an Enterprise Account Manager at beqom, you will own a portfolio of strategic enterprise customers across North America.
This is not a traditional account management role. We are looking for a commercially minded enterprise seller who can generate growth within an existing portfolio of Fortune 1000 customers. Success in this role is measured by revenue growth, executive engagement, and the ability to create opportunities where none previously existed.
This is a commercially focused role requiring strong account planning, pipeline generation, negotiation skills and the ability to navigate complex customer environments involving legacy platforms, SaaS products, multiple stakeholders and operational challenges.
You will work closely with Customer Success, Services, Product and Executive Sponsors while maintaining ownership of the commercial strategy and revenue outcomes for your accounts.
What you'll be doing
Generate commercial growth
- Own the commercial relationship for a portfolio of strategic enterprise accounts.
- Deliver retention, expansion and revenue growth targets across the portfolio.
- Develop and execute account plans with clear objectives, stakeholder maps, growth strategies and action plans.
- Build and leverage relationships with senior decision-makers and executive sponsors to achieve retention, growth and strategic initiatives.
Grow expansion revenue
- Proactively identify, qualify and close upsell and cross-sell opportunities.
- Create pipeline from the installed base rather than relying on inbound demand or renewal cycles.
- Leverage product innovation, regulatory changes, customer initiatives and business challenges to create growth opportunities.
- Build business cases and commercial strategies that influence customer investment decisions.
Lead complex enterprise sales motions
- Manage multi-stakeholder buying processes involving HR, Compensation, Finance, IT, Procurement and Legal teams.
- Lead commercial negotiations, renewal discussions and executive alignment activities.
- Maintain accurate forecasts, qualification criteria, close plans and opportunity management using MEDDICC or a similar methodology.
- Create urgency and progress decisions while maintaining long-term customer relationships.
Collaborate effectively across the organization
- Partner with Customer Success, Services, Support, Product and Pre-Sales teams while maintaining ownership of commercial strategy, account growth and revenue outcomes.
- Ensure operational issues are addressed through the appropriate ownership channels while maintaining focus on commercial objectives.
- Act as the executive voice of the customer internally and the commercial voice of beqom externally. Use product roadmap, regulatory drivers, adoption insights and usage data to create relevant growth conversations.
Skills & Experience
What you'll bring
- 7+ years of experience in enterprise B2B account management, strategic account management or customer-facing sales roles.
- Proven track record of carrying and achieving revenue targets within an existing customer base.
- Demonstrated ability to create expansion opportunities where no active buying initiative existed initially.
- Experience managing complex enterprise customers with multi-year relationships and multiple stakeholders.
- Strong commercial and negotiation skills, including the ability to lead difficult conversations around value, pricing, scope and investment decisions.
- Experience building pipeline proactively rather than relying primarily on inbound opportunities.
- Strong forecasting, qualification and opportunity management discipline.
- Ability to operate effectively in complex environments involving competing priorities, demanding customers and cross-functional teams.
- Comfortable challenging customers, creating urgency and moving decisions forward without damaging long-term relationships.
- Familiarity with MEDDICC or another enterprise sales methodology.
- Excellent communication, presentation and executive engagement skills.
- Ability to travel regularly across North America.
Bonus points if you have
- Experience in HR Tech, Compensation, HCM, Payroll, Workforce Management or other enterprise SaaS platforms.
- Experience selling into HR, Total Rewards, Compensation, Finance, IT or Procurement functions.
- Experience managing legacy-to-SaaS transformation initiatives.
- Experience managing enterprise portfolios exceeding $5M ARR.
Why join us?
- Your career, your design. Unleash your ambition in our dynamic, autonomous environment.
- Drive meaningful change. Build a fairer future for every employee by joining a market leader that is improving the world of work.
- Belong to something bigger. Collaborate with a passionate, diverse and talented team around the globe.
