Enterprise Account Manager

Description

In this role, you’ll be responsible for identifying, qualifying, and closing new business opportunities with enterprise level dealership accounts, helping Lightspeed expand its presence in the recreation industry. You’ll serve as a strategic partner to potential clients, helping them understand how Lightspeed’s dealership management software can streamline their operations, improve customer satisfaction, and drive revenue growth. The ideal candidate has a proven track record in B2B SaaS sales, a comprehensive understanding of dealership operations, and a passion for technology that transforms business.

What You'll Do

• Identify and identify prospective enterprise-level dealership customers through targeted outreach, inbound inquiries, and effective follow-up.
• Develop and manage a pipeline of high-potential accounts, employing consultative sales techniques to understand client needs.
• Conduct regular QBR’s.
• Conduct thorough discovery sessions and product demonstrations tailored to the unique requirements of each dealership client.
• Execute a full-cycle sales strategy to close new business opportunities, meeting or exceeding monthly, quarterly, and annual sales targets.
• Collaborate with cross-functional teams, including marketing and customer success, to ensure a cohesive and impactful sales strategy.
• Build and maintain strong, trusted relationships with key decision-makers in dealership organizations, positioning Lightspeed as a partner of choice.
• Regularly follow up with prospects and clients, understanding their evolving needs to foster long-term partnerships.
• Stay up to date with industry trends, competitive offerings, and dealership challenges, providing insights to inform product and sales strategies.
• Act as the voice of the customer within Lightspeed, relaying client feedback to improve product offerings and customer experience.
• Maintain accurate records of activities, opportunities, and pipeline in the CRM, providing regular forecasts to the Sales Manager.
• Analyze sales data and metrics to track progress, identify trends, and refine strategies for optimal performance.
  
  

Requirements

What you'll have:

• Bachelor's degree in business, Marketing, or a related field preferred.
• 8 years of B2B sales experience, preferably in SaaS or dealership management systems.
• Proven success in a quota-carrying inside sales or enterprise account executive role, ideally with large or enterprise accounts.
• Familiarity with dealership operations, recreation industry trends, and software solutions. LightspeedDMS experience highly preferred.
• Proficiency in CRM software (Salesforce or similar) and experience with virtual sales tools.
• Skilled at understanding client needs and positioning software solutions to address dealership-specific challenges.
• Ability to establish and nurture strong relationships with decision-makers and stakeholders at large dealerships.
• Demonstrated track record of meeting or exceeding sales targets with a drive for continuous improvement.
• Comfortable navigating and explaining SaaS products, with an understanding of how technology solutions benefit dealership operations.
• Strong presentation, negotiation, and interpersonal skills to communicate value propositions and build client trust.
• A proactive, self-driven attitude with the resilience to work through challenges and achieve goals.