Strategic Account Manager

About the Role

The Strategic Account Manager will manage FMX's key customer relationships, overseeing approximately 70 named strategic accounts that constitute the company's largest installed-base Annual Recurring Revenue (ARR). This senior position focuses primarily on account retention and growth by identifying new opportunities within existing accounts, engaging multiple stakeholders, and coordinating internal teams such as Sales Engineering, Customer Success, and Product to expand product adoption and use cases. Success is defined through ARR expansion and client retention rather than acquiring new customers.

Key Responsibilities

• Manage a portfolio of about 70 strategic accounts, creating and implementing detailed account plans that identify current usage, untapped potential (whitespace), and clear expansion opportunities.
• Meet an annual expansion ARR quota with realistic forecasting grounded in objective buyer interactions.
• Oversee renewals and maintain customer retention throughout the portfolio by driving proactive, value-focused engagements.
• Establish multi-layered relationships within accounts, engaging economic buyers, operations, IT, and procurement to deepen organizational ties beyond a single contact.
• Apply the MEDDPICC sales qualification framework to expansion deals by identifying economic buyers, co-developing business cases, and recognizing key triggers such as budget cycles and compliance needs.
• Lead cross-functional internal teams to produce customized expansion proposals that demonstrate measurable return on investment, including metrics like time saved and audit compliance enhanced.
• Align customer engagement efforts with their buying calendars, prioritizing educational accounts during July-September and December, commercial accounts in August-September, and focusing on discovery and proposal development during October-November.
• Maintain rigorous and timely updates in Salesforce CRM, ensuring accuracy of pipeline, opportunities, and account information.
• Partner with the previous account manager for a full renewal cycle per account to ensure a smooth transition.

Qualifications and Experience

• Minimum 7 years in B2B SaaS sales or account management with a strong record of expanding and retaining enterprise or strategic accounts.
• Experience handling complex, multi-stakeholder sales processes, ideally within regulated sectors such as public education (K-12, Higher Education) or local government.
• Demonstrated ownership of portfolios with renewal and expansion responsibilities and quota carrying for ARR growth.
• Well-versed in account planning, multi-threading, and proficient in MEDDPICC or similar qualification methodologies.
• Practical use of Salesforce or comparable CRM platforms and familiarity with sales enablement tools like Gong.
• Excellent communication skills with a proven ability to build trust rapidly with senior leaders.
• Self-driven, organized, receptive to coaching, and capable of excelling in a remote, performance-focused work environment.
• Alignment with FMX’s core values: Teamwork, Excellence, and Integrity.

Hiring Process

• Submit application with resume and answers to application questions.
• 30-minute virtual interview with People Operations to discuss background, company culture, and role expectations.
• 60-minute discussion with Sales Directors focusing on career goals, role expectations, and team culture.
• 90-minute panel interview including a 15-20 minute presentation to key team members, with additional details provided in advance.
• Successful candidates will undergo background checks and are expected to work onsite in Columbus, OH for their first week to complete onboarding.

Benefits and Compensation

• Significant opportunity to influence product direction and company growth.
• Fully covered health, dental, and vision insurance provided by the company.
• Remote-first work culture with optional office use; annual company-wide event for team building.
• Home office stipend including company equipment, plus up to $500 for furniture/equipment and $60 monthly internet reimbursement.
• Generous paid time off policies, including PTO and unplanned time off, supporting work-life balance.
• Flexible scheduling to accommodate personal appointments within performance guidelines.
• Collaborative and supportive team environment emphasizing transparency and continuous improvement.
• Base salary starting at $85,000, with eligibility for commission and on-target earnings ranging from $130,000 to $150,000.
• Additional benefits include 401(k), medical, dental, vision, disability, and life insurance plans.

Additional Information

This position is open to candidates located anywhere within the United States. FMX is headquartered in Columbus, Ohio, and specializes in cloud-based SaaS solutions for facility maintenance and management across education, property management, manufacturing, and other industries. The company operates as an equal opportunity employer and maintains a drug-free workplace. All other company policies can be found in the FMX Teammate Handbook.