Detail - oriented Jr. Account Manager supporting client service in group benefits. Collaborating with clients and managing data amid a hybrid work model in Toronto, Ontario.
About the role
- Strategic Account Manager driving revenue in hospitality tech through AI-driven workflows and relationship management. Focused on cross-selling, up-selling, and complex deal negotiations in a fast-paced environment.
Responsibilities
- The Strategic Account Manager is a growth-focused sales professional responsible for driving revenue expansion within an existing hospitality client base.
- While maintaining strong relationships is foundational, this role is primarily measured on the ability to cross-sell, up-sell, and navigate complex deal cycles.
- You will leverage AI-driven workflows to manage high-volume portfolios efficiently, employing MEDDPICC and multithreading strategies to penetrate accounts and secure long-term contract value in a fast-paced software environment.
- Proactively identify and close growth opportunities.
- Use MEDDPICC to qualify expansion deals and ensure a predictable pipeline.
- Navigate complex hospitality organizations to introduce new software modules and services.
- Lead complex contract renewals and negotiations.
- Address "at-risk" accounts by reinforcing ROI and aligning our software solutions with the client’s strategic business goals.
- Move beyond a single point of contact.
- Map out and build influence with key stakeholders, from property-level managers to corporate-level C-suite executives, to insulate accounts and drive larger contract wins.
- Provide high-fidelity sales forecasts and regular updates on account health and expansion progress to leadership using CRM data.
Requirements
- Bachelor’s degree in Business, Marketing, or a related field
- 3+ years of experience in B2B SaaS account management or sales , ideally within the hospitality tech sector
- Proven proficiency in MEDDPICC , Challenger Sale, or similar value-based selling frameworks
- Hands-on experience using AI tools (e.g., ChatGPT, Gong, Copilot) to increase sales velocity and rep efficiency
- Demonstrated track record of meeting or exceeding expansion quotas and managing high-volume portfolios
- Deep understanding of how to move a deal through a complex funnel and close "up-market" accounts
- Ability to navigate procurement processes and "win-win" contract structures
- Ability to integrate artificial intelligence into daily workflows to automate manual tasks and prioritize high-value activities
- Understanding the unique pain points of hotel owners, management companies, and operators
- Thriving in a fast-moving environment where priorities shift and volume is high
- The ability to effectively solve complex issues for clients including understanding the financial impacts of our products and services to their REVPar, GOPPAR, CapEx, and EBITDA
- The ability to work with a team including CSM, Finance, Support, Product and other functional departments to achieve positive outcomes for our clients and for Actabl
Benefits
- Medical, dental, and vision insurance plans for employees & eligible spouse and/or dependents
- Employer-paid life & AD&D, short-term disability & long-term disability
- Discounted pet insurance plans through Wishbone
- Employee Assistance Program (EAP) services available to employees & their dependents
- On-site gym available for free use at Denver office
- Competitive base salary with bonus structure
- Healthcare spending accounts with employer contributions
- 401(k) plan with an employer match of up to 4%
- Unlimited discretionary time off hours to be used when needed
- 10 observed US federal holidays throughout the year
- Winter recess for all Actabl employees between December 24th-January 2nd
- 12 weeks of parental leave for both birthing & non-birthing parents
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