Emerging (SMB) Account Manager

Position Description:

ServiceTrade is a leading SaaS company transforming the fire protection, life safety, and mechanical industries. We’re seeking a motivated and skilled Emerging Account Manager to join our growing team. As an Account Manager, you will be responsible for retention and the expansion of customers’ investment in ServiceTrade apps and services. You are responsible for a portfolio of our Emerging Tier customers in a geographic region. As your customers’ business point of contact, you will meet with them and discuss their business goals, key KPIs and work to increase their business revenue through the investment and adoption of ServiceTrade’s apps and services.  You will negotiate and secure ongoing renewals with ServiceTrade..  You will conduct business reviews, establish growth plans, demonstrate solutions, and ensure that issues are addressed by appropriate departments within ServiceTrade.  We provide a team environment and work in conjunction with other ServiceTrade departments, such as Sales, Customer Success, Customer Support, Professional Services, Sales Operations, Product Management, and Marketing.

Why ServiceTrade:

This is not your average sales role; it's a dynamic environment for strategic thinkers, experienced relationship builders, skilled negotiators, innovative planners, and creative problem solvers. You will be managing our Emerging Tier accounts, navigating complex client needs, and driving impactful solutions that shape the future of our industry.

What sets us apart? Our product is a true GAME-CHANGER that provides our customers a massive ROI and keeps them on the leading edge of the industry.

About you:

You are an active listener and ask insightful questions to understand your customers and their businesses. You know how to research and engage with your accounts at multiple levels to understand how our solutions fit into their overall plan for success. You understand the value of having a methodology for understanding business levers and processes, you can make recommendations, take ownership of challenges, and deliver value to your clients. You are polished and professional in your interactions internally and externally. 

The successful candidate will be intellectually curious and resourceful, an enthusiastic collaborator, an agile and consultative business partner, and a customer-first thinker. This role is ideal for someone who thrives under pressure, embraces challenges, and consistently achieves outstanding results through commitment, execution, and finesse.

Key Responsibilities and Activities:

Maximize Retention and Minimize Churn

• Engage key customer executives and users as the primary business point of contact with ServiceTrade customers
• Conduct regular business review conversations remotely and on-site with customers to drive usage, adoption, and value realization within the ServiceTrade application
• Identify Risk Accounts and address potential issues that may prevent customers from maximizing their adoption of ServiceTrade
• Assist customers by escalating issues and needs to Customer Success, Customer Support and Professional Services teams

Increase Customer Investment in ServiceTrade applications and services

• Participate in Discovery processes during customer meetings where you will use Command of the Message principles to uncover business needs that ServiceTrade can address with our solutions and services.
• Create opportunities for clients to increase their investment in ServiceTrade through business reviews and product demonstrations
• Create quotes, manage sales cycle and close sales orders for expansion and upsell opportunities within ServiceTrade customer base
• Negotiate and close complex renewal contracts that build in growth and additional investment where possible
• Exceed quota by effectively managing pipeline of expansion and New Product Sales opportunities in Salesforce.com in addition to maintaining accurate forecasts of ARR increases 

Training and Administration

• Maintain high level of understanding of the Commercial Service Contractor industry and ServiceTrade products and services through certification and ongoing training
• Master key skills and competencies that are required to perform this role at the highest level, including the Command of the Message sales methodology
• Prioritize activity through effective time management and scheduling of customer reviews and communications
• Maintain accurate customer account records and effectively document activity in Salesforce.com and other sales tools

Knowledge and Skills

• B.A. or B.S. degree with 2+ years of Account Management or B2B sales experience 
• Expertise in SaaS solutions
• Demonstrated history of success in obtaining and hitting sales/revenue quotas 
• Possess corporate level presentation/reporting abilities 
• Relationship development skills at all levels within a client organization
• Highly organized and ability to prioritize activity and work in a fast paced, team environment
• Selling experience and understanding of sales process required
• Professional oral, written, presentation, and interpersonal communication skills
• Proficiency with Google Apps, Salesforce.com, Gong.io, Zoom or Google Meet  preferred
• Some travel experience and ability preferred (infrequent; trade shows and occasional customer visit)

A few things you want to know:

What does ServiceTrade do?

Founded in 2012, ServiceTrade is the software platform for commercial mechanical and fire contractors. More than 1,300 contractors use ServiceTrade to increase profit and deliver more work during a persistent skilled labor shortage by improving service and project operations, helping technicians be more productive and do their best work, selling more service and inspection agreements, and growing customer loyalty. Over 10% of the commercial or industrial buildings in the United States are serviced by contractors using ServiceTrade to manage 13 million equipment assets and invoice more than $7.5 billion of service-related commerce. 

Ok, so why should I care about that?

Our customers are smart, hard-working people who we enjoy serving. We help them grow their business to earn more revenue, employ more blue-collar workers, and become more valuable to their customers. It’s why we get excited about serving a market that you might never have thought about before.

What kind of working environment do you have?

We’ve transitioned from a start-up to a scale-up -- that means we still have the spirit and energy of a start-up and are adding new people who will help us expand our business faster and run our business smarter. We have big ambitions and every employee understands our goals and what their role is in achieving them. Read about our company culture on our About Us page. 

What kind of benefits do you offer?

• Medical with Blue Cross Blue Shield NC (2 options)
• Dental and Vision with Unum 
• Company-paid Life insurance, STD and LTD 
• Voluntary benefits including Supplemental Life Insurance, HSA, FSA and Dependant Care, Critical Illness, Accident and Pet Insurance 
• 401(k) with up to 3% employer match and NO vesting period
• Flexible PTO policy
• 10 company holidays
• Parental Leave 
• Community Impact Program (Volunteer)
• Tech and Wellness Stipend

#LI-Hybrid

EEO Statement:
ServiceTrade provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.

This employer participates in E-Verify and will provide the federal government with your Form I-9 information to confirm that you are authorized to work in the U.S.

ServiceTrade is not registered to hire in all 50 states. You must reside in one of the states listed to be considered.
(AL, AR, AZ, CA, CO, CT, DE, FL, GA, IL, IN, KY, MD, MI, MN, MO, NC, NH, NJ, NY, OH, OR, PA, SC, TN, TX, UT, VA, VT, WA)

Please Be Aware of Recruiting Scams

To protect yourself against the increasing number of recruiting scams, please make sure that you are communicating with ServiceTrade. We communicate through our corporate website servicetrade.com, through corporate emails utilizing our domain name of @servicetrade.com, and through servicetrade.greenhouse.io. Be vigilant when checking domains because imitators often make very small changes to trick the eye. Additionally, please know that ServiceTrade does not use text messaging or public messaging platforms, such as Telegram or Whatsapp, to make initial contact with candidates and ServiceTrade will never ask an employment candidate for financial information or for payment of any kind.