Enterprise Account Manager (Expansion AE)

Who you are

As an Enterprise Account Manager, you will develop long-term, mutually beneficial relationships within our most high-value and strategic customer segment account base, working to broaden Fleetio’s penetration across large fleet-holding enterprises and deepen those enterprises’ use of Fleetio’s full suite of products and capabilities.. Strategic, hands-on account management is critical to maximizing Fleetio’s expansion revenue by supporting customers’ growth after they adopt our platform.

This person may work from Fleetio's HQ in downtown Birmingham, AL, or remotely within the United States. Fleetio anticipates extensive travel (up to 30%) being required for a successful candidate in this role.

Your impact

You will liaise between the senior-level customer stakeholders and cross-functionally within Fleetio to shape each customer’s post-sale growth journey, deepen and broaden product penetration, and solidify long-term, mutually beneficial partnerships.

• Uncover opportunities for expansion within existing key accounts and demonstrate the strategic and financial value our partnership brings to our customers
• Drive ARR expansion by aligning our products and features with customer goals and objectives and partnering with senior-level stakeholders to achieve business objectives
• Achieve NRR objectives by managing complex renewal contracts and processes, as well as upselling and cross-selling new and additional productsPartner closely with Fleetio’s Customer Success team to maximize product adoption and optimization, value, and satisfaction
• Communicate and present product demonstrations virtually (via teleconference) or in person
• Serve as a thought leader and industry expert by providing meaningful industry insights and relevant trends and challenges

Your experience

• 5+ years of sales and Enterprise Account Management experience with a track record of consistently and decisively exceeding quotas
• Experience owning customer relationships throughout the customer lifecycle (from onboarding to utilization and expansion)
• Extensive track record of undercovering customers business objectives to unlock previously unknown expansion opportunities, building multi-threaded and senior-level customer relationships, and articulating data-backed assessments of return-on-investment (ROI) to large-scale enterprises
• Experienced and comfortable addressing C-Suite executives, operations managers, and sales executives
• Relish opportunities to travel to view customer operations in-person to understand their use of technology and what opportunities exist for improvement or expansion
• Keen sense of timing, killer presentation skills, and the confidence to push back when necessary
• Ability to remain focused and disciplined with your time
• Results-driven, highly organized, and the ability to thrive under pressure
• Resourceful and determined, yet not afraid to ask for help
• Excited by technology and its ability to make you more productive
• Working in high paced, rapidly changing organization
• Ability to travel as needed– up to 30% of time anticipated, usually for short stints (1-3 days, depending on location)