Mid-Market Account Manager (Sales)
Are you passionate about building strong customer relationships and uncovering growth opportunities within existing accounts? We are looking for a results-driven Mid-Market Account Manager who thrives on delivering value, driving renewals, and identifying upselling opportunities. Join one of the most trusted brands in the automotive aftermarket and help our mid-sized customers maximize their success with MOTOR's world-class data solutions. At MOTOR Information Systems, we are committed to partnership, innovation, and customer satisfaction, being a key part of that journey!
Position Summary
Reporting to the VP, the Mid-Market Account Manager will be responsible for managing a portfolio of mid-market customers with a dual focus on customer retention and upsell growth. This role is critical in ensuring long-term client satisfaction and contract renewals while also achieving a defined upsell in sales quota. The ideal candidate is both relationship-oriented and revenue-driven, with the ability to balance consultative client engagement and proactive sales execution.
Responsibilities
• Manage a portfolio of mid-market accounts with a focus on customer health, renewal readiness, and expansion opportunities
• Serve as the primary point of contact and trusted advisor for assigned customers
• Own the renewal process from start to finish, including pricing, contract negotiation, and signature
• Drive upsell and cross-sell efforts to meet or exceed a defined sales quota
• Maintain a high level of customer engagement through regular check-ins, QBRs, and proactive communication
• Identify risks and address churn signals early with thoughtful mitigation strategies
• Keep accurate and up-to-date records in CRM, including deal stages, notes, next steps, and renewal timelines
• Collaborate with Sales Directors, Customer Success, Product, and Marketing to align customer goals with MOTOR's value
• Monitor usage, adoption trends, and industry news to identify new value opportunities
• Deliver compelling presentations that highlight results, ROI, and future potential of MOTOR's data-driven solutions
• Maintain a strong understanding of MOTOR's full product suite and how to position value across segments
Required Skills/Experience
• 3–5 years of experience in Account Management, Customer Success, or Inside Sales, preferably in Automotive SaaS or data/tech solutions
• Proven ability to meet or exceed revenue targets through renewals and upsells
• Strong relationship-building skills and a consultative sales approach
• Excellent communication, negotiation, and presentation skills
• Ability to manage multiple accounts, prioritize workload, and navigate complex customer needs
• Familiarity with CRM systems (e.g., Salesforce) and account planning tools
• Self-starter with a proactive mindset and ownership mentality
Company Background
As a subsidiary of HEARST, MOTOR Information Systems has been a trusted leader in automotive data since 1903. We deliver precise and tailored information to help businesses optimize operations. With our headquarters in the automotive capital of the world, MOTOR is committed to diversity, inclusion, and fostering innovation. Join our team of nearly 300 professionals to help revolutionize insights and technology within the heavy-duty vehicle sector.
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