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EROAD · 1 week ago

Enterprise Account Manager

United States

Full-time

Remote

Senior Level

5+ years exp

EROAD is a rapidly growing company in the transport technology sector, seeking an Enterprise Account Manager to drive commercial outcomes across strategically valuable customer accounts. The role involves managing a portfolio of mid to large enterprise customers, focusing on retention, expansion, and building strong stakeholder relationships.

Information TechnologySoftwareTransportation

Responsibilities

Manage a defined portfolio of mid-to-large enterprise accounts with full accountability for retention, expansion, and commercial growth

Build and maintain multi-threaded relationships across customer operations, finance, and executive levels to uncover opportunity and deepen engagement

Develop and execute structured account plans aligned to customer business priorities, identifying expansion levers, risk signals, and cross-sell opportunities

Lead contract renewal strategies, negotiating terms and securing long-term commercial partnerships

Collaborate closely with Sales Engineers, Marketing, and Customer Success to deliver differentiated value throughout the customer lifecycle

Own pipeline generation, opportunity progression, and deal closure within your territory with a strong focus on creating 4x pipeline coverage and exceeding quota

Design and drive opportunity close plans, especially for complex or high-value accounts, ensuring every deal has clear decision criteria, timing, and stakeholder alignment and engagement with EROAD deal desk

Maintain impeccable Salesforce hygiene all opportunities must be stage-accurate, forecast-aligned, and inspection-ready at all times

Apply qualification methodologies (eg MEDDPICC) rigorously across all qualified opportunities, ensuring every deal has clear metrics, stakeholder alignment, and mutual understanding of decision processes and timelines

Monitor and manage the commercial health of your account portfolio, including revenue concentration, growth potential, churn risk, and profitability (net new ARR)

Create and execute quarterly growth plans for nominated accounts, with predictable forecast outcomes tied to tangible activities and milestones

Operate with a growth mindset continuously look for ways to improve customer outcomes, compress deal cycles, and increase share of wallet

Uphold EROAD's values of safety and compliance in all customer engagements. Promote EROAD's safety-focused solutions and assist clients in understanding and implementing best practices for compliance

Develop EROAD’s culture of customer-centricity by championing the voice of the customer within the organisation, advocating for their needs and driving initiatives to enhance overall customer experience

Qualification

Enterprise Account ManagementStrategic SalesSalesforceQualification FrameworksFinancial Drivers UnderstandingNegotiation SkillsStakeholder EngagementCommunication SkillsStorytelling Skills

Required

Minimum 5 years' experience in enterprise account management, strategic sales, or territory leadership roles with a consistent record of exceeding growth targets

Proven ability to lead and win complex, multi-threaded sales cycles using qualification frameworks such as MEDDPICC, and engaging senior executive stakeholders with confidence

Strong negotiation skills with experience managing tenders, procurement processes, pricing objections, and margin trade-offs in value-based deals

Deep understanding of financial drivers, including ROI modelling, payback periods, and unit economics — with the ability to articulate commercial value to both operational and financial stakeholders

Proficiency with Salesforce or equivalent CRM platforms, with a commitment to data accuracy, forecasting discipline, and pipeline hygiene

Demonstrated experience building and executing structured account and territory plans that deliver predictable, profitable growth

Exceptional communication, storytelling, and stakeholder engagement skills; with the ability to influence, challenge, and lead across levels