Mid-Market Account Manager (Expansion Account Executive)
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AI Summary
A little about us…Fleetio is a modern software platform that helps thousands of organizations worldwide manage their fleet operations. Transportation technology is a hot market, and we’re leading the charge with raving fans and new customers signing up every day. We raised $450M in our Series D funding round in March of 2025 and are on an exciting trajectory as a company. Fleetio is also a proud founding member of the Rails Foundation!
More about our team and company:
- Fleetio overview video: https://www.youtube.com/watch?v=YoXyXTFWbkg
- Our careers page: https://www.fleetio.com/careers
Who you are
As a Mid-Market Account Manager, you will own the growth, retention, and strategic development of a portfolio of existing Fleetio customers.
This is a quota-carrying expansion sales role focused on driving net revenue growth through account planning, executive relationship development, account prioritization, and strategic expansion initiatives. You will identify untapped opportunities, build account growth strategies, and partner with customers to expand Fleetio's footprint across their organizations.
Account Management is a critical growth engine for Fleetio, and we're looking for ambitious, commercially-minded professionals who thrive on building plans, uncovering opportunities, and exceeding revenue goals.
Your impact
- Own a portfolio of Mid-Market accounts with responsibility for retention, expansion, and net revenue growth
- Develop and execute strategic account plans that identify growth opportunities, stakeholder relationships, and expansion pathways
- Conduct account mapping to build multi-threaded relationships and expand engagement across departments, business units, and executive stakeholders
- Prioritize accounts and opportunities based on growth potential, customer objectives, and business impact
- Drive expansion strategy through proactive upsell, cross-sell, and product adoption initiatives
- Uncover and qualify new revenue opportunities by aligning Fleetio's solutions with customer business goals
- Achieve NRR objectives through renewals, expansion sales, and commercial negotiations
- Partner with Customer Success to maximize adoption, value realization, and expansion readiness
- Present business reviews, strategic recommendations, and product demonstrations to stakeholders at all levels, including executive leadership
- Serve as a trusted advisor by providing industry insights, best practices, and strategic guidance
- Travel approximately 25% to customer sites, executive meetings, and industry events
Your experience
- 3+ years of quota-carrying Account Management, Strategic Account Management, or SaaS sales experience with a track record of exceeding revenue targets
- Demonstrated success driving expansion revenue through account planning, upselling, cross-selling, and renewal strategies
- Experience managing and prioritizing a large book of business
- Strong account mapping and stakeholder management skills, including building relationships with executive decision-makers
- Ability to develop and execute account growth strategies that drive measurable business outcomes
- Experience identifying customer business objectives and translating them into expansion opportunities
- Strong commercial acumen, negotiation skills, and executive presence
- Highly organized with exceptional prioritization and pipeline management skills
- Results-driven, resourceful, and motivated by achieving ambitious growth goals
- Thrives in a high-growth, fast-paced environment
- Ability and willingness to travel approximately 25%
Benefits
- Multiple health/dental coverage options (100% coverage for employee, 50% for family)
- Vision insurance
- Incentive stock options
- 401(k) match of 4%
- PTO - 4 weeks (increases at year two!)
- 12 company holidays + 2 floating holidays
- Parental leave - birthing parent (16 weeks paid) non-birthing (4 weeks paid)
- FSA & HSA options
- Short and long term disability (short term 100% paid)
- Community service funds
- Professional development funds
- Wellbeing fund - $150 quarterly
- Business expense stipend - $125 quarterly
- Mac laptop + new hire equipment stipend
- Fully stocked kitchen with tons of drinks & snacks (BHM only)
- Remote working friendly since 2012 #LI-Remote
Fleetio provides equal employment opportunities to all employees and applicants and prohibits discrimination and harassment. We celebrate diversity and are committed to creating an inclusive environment for all. All employment is decided on the basis of qualifications, merit and business need.
This application is not intended to and does not create a contract or offer of employment. Employment with Fleetio is at will.
If you have a disability or a special need that requires an accommodation to fill out the online application, please let us know by calling (205) 718-7500.
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