Strategic Account Manager

Job Description

The Strategic Account Manager owns FMX’s most valuable customer relationships,  a book of ~70 named strategic accounts representing our largest installed-base ARR. This is a senior, expansion-focused role: you retain and grow these accounts by mapping whitespace, multi-threading into new buyers and budgets, and quarterbacking internal teams (Sales Engineering, Customer Success, or Product) to land additional products, users, and use cases. Success is measured in expansion ARR and retention, not new-logo activity volume.

Responsibilities:

As the Strategic Account Manager, you will:

• Own a portfolio of ~70 named strategic accounts; build and execute an account plan for each that maps current footprint, whitespace (unadopted modules/users), and clear paths to expansion.
• Carry and achieve an annual expansion-ARR quota; forecast accurately based on objective buyer engagement rather than seller optimism.
• Lead renewals and retention across the portfolio, protecting and growing ARR through proactive, value-driven engagement.
• Multi-thread relationships across each account (economic buyers, operations, IT, and procurement) to build organizational depth beyond a single contact.
• Apply MEDDPICC rigor to expansion opportunities: confirm economic buyers, co-build business cases, and identify key compelling events (budget cycles, bonds, board approvals, and compliance requirements).
• Lead internal deal teams (Sales Engineering, Customer Success, and Product) to deliver tailored expansion proposals and measurable ROI narratives (time saved, downtime reduced, compliance/audit defensibility).
• Align engagement with customer buying calendars: prioritize education accounts during the July–September budget window and December close, focus commercial accounts in August–September, and leverage October–November for discovery and proposal development.
• Maintain rigorous CRM hygiene in Salesforce; update pipeline, opportunities, and account data accurately and in a timely manner.
• Partner closely with the outgoing account owner through one full renewal cycle per account to ensure a seamless handoff.

Requirements

Preferred Experience & Qualities:
What are we looking for in this role?:

• 7+ years of experience in B2B SaaS sales or account management, with a proven track record of expanding and retaining enterprise/strategic accounts (beyond net-new acquisition).
• Demonstrated success navigating complex, multi-stakeholder sales cycles; experience selling into the public sector (K-12, Higher Education, Local Government) or other regulated, large-institution environments is strongly preferred.
• Proven experience owning a renewal and expansion portfolio while carrying an ARR-growth quota.
• Strong discipline in account planning and multi-threading; highly proficient with MEDDPICC or a similar qualification framework.
• Hands-on experience with Salesforce (or a similar CRM) and modern sales technology (such as Gong).
• Excellent written and verbal communication skills, with a demonstrated ability to quickly build trust with senior stakeholders.
• Self-motivated, organized, coachable, and capable of thriving in a remote, performance-driven environment.
• A match with our company values: Teamwork, Excellence and Integrity
  
  

The hiring process for this role:

• Apply! Submit your resume and answers to the application questions below via the Workable portal.
• Virtual Interview with People Ops: A 30-minute conversation to review your background and experiences, discuss the culture at FMX, and ensure that you understand the general expectations for the role. Also, a great time for you to ask questions about compensation, benefits, etc.
• Hiring manager conversation: A 60-minute conversation with our Sales Directors. Be prepared to discuss your background as well as what you’re looking for in your next role and what direction you see your career path taking. Also, this is a great time for you to ask questions about the expectations for this role, team culture, etc.
• Final Panel Interview: A 90-minute panel interview with key teammates that you’ll be working with on a daily basis. During this time, you will also be asked to give a 15-20 minute presentation. More details will be provided at this stage of the interview process.
• Offer & Onboarding: Candidates who receive an offer will be required to complete a background check prior to onboarding. New hires are also expected to work onsite at our Columbus, OH office during their first week to complete onboarding and connect with the team in person.

Benefits

FMX Benefits and Life at FMX:

• You’ll make a big impact: You’ll have significant influence over the direction of our product and the future of our company.
• b 100% company-paid health, dental and vision insurance.
• Work from home: At FMX we are remote first, but you’re welcome to use our office as you need. We have one all-company event a year to ensure that you can put a face to that name and establish high-trust relationships with your teammates and co-workers. When you’re in the office, you can take advantage of our free snacks, beverages, and office kegerator.
• Home office stipend: We’ll give you everything necessary to do your job (company sponsored laptop, headset, etc.). We will also provide up to $500 to help with equipment, furniture and accessories. You will also get $60/month toward your home internet connection.
• Generous PTO and UTO (unplanned time off) policies: If you’re sick, why should that cut into your vacation time?
• Flexible Schedule: We offer a flexible schedule to help you manage personal appointments, such as doctor or dentist visits, as long as you're meeting performance expectations and project timelines.
• You’ll enjoy a collaborative culture and a close-knit team: We're a team of hard-working, high-fiving, friendly folks. We take collaboration, transparency, continuous improvement, and work/life balance seriously. 

Compensation:

• The base salary for this position is expected to be $85,000. In addition to the base salary, this position is eligible for commission, with on-target earnings of $130,000–$150,000. 
•  401(k) and medical / dental / vision / short and long term disability / life insurance
  
  

Other considerations: The candidate for this position can be located anywhere in the US.

Company:

 FMX is founded and headquartered in Columbus, Ohio and develops a cloud-based, software-as-a-service facility maintenance and management product. FMX serves education, property management, manufacturing, and other markets and is one of the fastest-growing companies in its space. Check us out at: https://www.gofmx.com/

Note: All other company requirements are documented in the FMX Teammate Handbook. FMX is an equal opportunity employer and a drug-free workplace.