Role Description This existing vacancy is open to candidates that reside anywhere in the U.S. or Canada, with preference for those near Chicago, IL or Toronto, ON for periodic in-person collaboration. Are you an experienced relationship-builder who thrives on expanding business with complex, enterprise customers? VelocityEHS is looking for an Enterprise Account Manager to grow software bookings within existing enterprise accounts. This role is not about renewals or support. As the primary sales contact for your portfolio, you will combine a consultative, customer-centric approach with a hunter’s mindset — always looking for ways to deepen our value and footprint. You’ll help our customers unlock the full potential of VelocityEHS, while driving meaningful growth and hitting aggressive expansion goals. If you thrive on uncovering whitespace, selling multi-threaded, and closing new deals with existing logos, this is your next big move. Primary Duties and Responsibilities - Account Ownership: Be the primary sales contact for a portfolio of enterprise customers. Build deep understanding of their priorities, org structure, and strategic initiatives. - Growth & Expansion: Identify and close opportunities to expand current accounts. Sell new modules, users, and platform solutions across departments and geographies. - Strategic Selling: Lead outcome-driven discussions focused on business impact and solution value. Leverage adoption data, product trends, and feature usage to surface growth opportunities. - Orchestration & Collaboration: Drive team selling by coordinating internal VelocityEHS stakeholders, including Customer Success, Solutions Consultants, and Executives. Manage complex deal processes including procurement, legal, and security reviews. - Account Planning: Maintain strategic account plans with clear goals, stakeholder maps, whitespace, and engagement strategies. - Forecasting & Pipeline Discipline: Maintain an accurate forecast of expansion opportunities. Own a 3× pipeline coverage model and regularly report updates, risks, and upside to sales leadership. Provide real-time updates in opportunity next step notes, MEDDPICC fields and forecast categories. Submit Forecast on a proactive basis and at minimum aligned with forecast calendar. - Executive Engagement: Build and nurture senior-level relationships across your accounts. Use in-person meetings (10–20% travel expected) to deepen strategic alignment and unlock growth. Qualifications - 5+ years of full-cycle, quota-carrying B2B SaaS sales experience, focused on Account Management and selling into existing customers. - Experience expanding business within large, complex customer accounts (5K+ employees). - Experience with longer or more complex sales cycles involving multiple stakeholders, procurement, and legal review. - Proven ability to exceed sales targets, consistently outperform peers, and close deals in a competitive sales environment. - Skilled at self-sourcing leads, working cold outbound, leveraging intent data, establishing and working referrals, using tools like ZoomInfo, 6sense, and LinkedIn Sales Navigator. - Experience with structured sales methodologies like MEDDPICC, Richardson, Challenger, and/or SPIN. Disciplined with qualification, follow-up, and pipeline hygiene. - Proficient in sales tools like: Salesforce, Outreach, Gong, G2. Able to leverage data and insights to prioritize activity, market trends and improve outcomes. - Exceptional verbal and written communication skills with the executive presence to sell and negotiate with VP and C-level stakeholders. - Adaptable, tenacious, self-motivated, and goal-oriented with a love of challenges, strong work ethic and a drive to win in a fast-paced environment. - Degree in Business, Communications, or related field preferred, though not required. Requirements - Completion of formal training in a recognized methodology (e.g., MEDDPICC certification). - Domain knowledge in relevant industries such as Manufacturing, Chemical, Pharmaceutical, Food & Beverage, Oil & Gas, and Mining is a plus. - EHS/ESG, industrial software, or regulated industries experience. - Comfort managing RFPs, procurement, and legal/security reviews. - Ability to interpret performance data and apply insights to optimize personal sales strategies. Benefits - Sell solutions that help companies create safer, more sustainable workplaces — and make a real-world impact. - Join the clear category leader in EHS/ESG software, trusted by 10+ million users worldwide. - No renewals or support tasks — your job is to drive new software bookings from existing accounts. - Competitive base salary and uncapped commission with aggressive accelerators. - Promotions into senior sales and leadership roles available for high performers. - Recognized as a Top Workplace with a coaching driven, team-first environment. - Join a team with long-tenured leadership, consistent coaching, and a strong peer culture. - Remote-first work plan that allows you to balance your productivity with reduced stress and work from home with commute-free employment. - Access to the full VelocityEHS sales stack investing in your success — Salesforce, Outreach, Gong, 6sense, ZoomInfo, LinkedIn Sales Navigator, and more.

• Serve as the primary point of contact and trusted advisor for assigned strategic and high-value customer accounts. • Develop and execute comprehensive account strategies focused on customer retention, revenue growth, and long-term partnership development. • Build and maintain strong relationships with executive stakeholders, decision-makers, and operational contacts within customer organizations. • Lead regular business reviews with customers, presenting service performance metrics, growth opportunities, and strategic recommendations. • Identify and drive upsell, cross-sell, renewal, and expansion opportunities within existing accounts. • Develop solution-based proposals, pricing models, and ROI-driven recommendations tailored to customer needs. • Maintain a healthy sales pipeline and consistently achieve assigned revenue and retention targets. • Coordinate closely with Sales Engineering, Operations, Service Delivery, Billing, Customer Support, and Leadership teams to ensure a seamless customer experience from onboarding through ongoing support. • Advocate internally for customer needs while balancing operational capabilities and business priorities. • Proactively address customer concerns, service issues, and escalations to drive timely resolution and maintain customer confidence. • Monitor account health, usage trends, contract milestones, and renewal timelines to reduce churn risk and maximize customer satisfaction. • Maintain accurate customer records, account activity, forecasting, and pipeline management within CRM platforms. • Analyze customer usage, market conditions, and industry trends to identify new opportunities and competitive risks. • Stay informed on emerging technologies, broadband solutions, and the company’s evolving portfolio of fiber-based products and services. • Support marketing and product development initiatives by gathering customer feedback and market insights.

• Manage assigned key accounts to initiate, support, and grow the use of our innovative drug/device combination product • Assist HCP champions and health system leaders in operationalizing treatments • Gather and share account insights to inform strategy • Utilize knowledge of IDNs and health systems to maximize product access • Assist hospitals in the onboarding, P&T approval process, and formulary approval process • Identify, develop and maintain trusted relationships with KOLs • Collaborate with cross-functional teams to develop sales strategies • Conduct product presentations and training for healthcare professionals

Role Description The Labor Relations Manager supports and executes labor relations strategy across multiple manufacturing and distribution sites in the United States and Canada. This role leads lower-complexity collective bargaining negotiations and partners on more complex negotiations, while also supporting union organizing response efforts. The position operates with a balance of independent judgment and alignment with senior Labor Relations and Legal leadership and reports to the Sr. Director Labor Relations. The successful candidate will work from their home and have easy access to a major airport. Key Responsibilities - Lead or support collective bargaining negotiations, including preparation, costing, and issue analysis. - Serve as first chair for smaller bargaining agreements and contribute to larger negotiations. - Advise leaders on contract interpretation, grievance handling, and day-to-day union interactions. - Support arbitration preparation and partner with Legal on case strategy. - Monitor and respond to union organizing activities in coordination with leadership and Legal. - Coach site leaders on labor relations best practices and risk mitigation. - Identify labor relations trends and proactively address systemic risks. - Ensure compliance with applicable labor laws, CBAs, and company standards. - Maintain accurate and defensible labor relations documentation. Scope & Decision Making - Supports labor relations activities across assigned sites and bargaining units. - Serves as first chair within delegated authority. - Aligns with senior Labor Relations and Legal leadership on economic, legal, and high-risk decisions. What Success Looks Like - Effective execution of negotiations with minimal escalation. - Confident and capable site leadership in union environments. - Proactive and disciplined response to organizing activity. Qualifications - Bachelor’s degree in HR, Labor Relations, Business, or related field (or equivalent experience). - 5–8 years of progressive labor relations experience in unionized environments. - Experience leading or supporting collective bargaining negotiations. - Experience supporting union organizing response efforts. - Experience advising leaders in manufacturing or distribution settings. - Strong judgment, communication skills, and ability to influence without authority. Preferred Qualifications - Experience working across both U.S. and Canadian labor environments. - Experience supporting multiple bargaining units or unionized sites. - Familiarity with arbitration strategy and settlement analysis. Work Environment & Travel - Travel required approximately 30–50% across U.S. and Canada. - Availability outside normal business hours during negotiations, organizing campaigns, or critical labor events. Location This role is open to candidates who live in (or are planning to move to) one of the following states: Alabama, Arkansas, Arizona, California, Florida, Georgia, Idaho, Louisiana, Maine, Michigan, Mississippi, Montana, North Carolina, Oklahoma, Oregon, Pennsylvania, South Carolina, Texas, Utah, Virginia, West Virginia, Washington. This role is not open to those who live in other states or countries. Benefits - This role is eligible for our annual merit-increase program, targeting a salary range of $108,500 to $162,800 based on skills, qualifications, and experience. - Eligible for our Annual Incentive Program, offering a cash bonus targeting 15% of base pay. - Comprehensive employee benefits plan, including medical, dental, vision, short and long-term disability, and life insurance. - Pre-tax Health Savings Account option with company contribution. - Other benefit options such as voluntary Long-Term Care and Employee Assistance Programs. - Support for personal volunteerism, diversity networks, mentoring, and training and development opportunities. - Employees can enroll in our company’s 401k plan, which includes a paid company match and a contribution equal to 5% of eligible pay. - Eligible employees scheduled to work 25 hours or more per week receive 3 weeks of paid vacation in the first year, with additional vacation accrual after six months. - Recognition of eleven paid holidays per year, providing a total of 88 holiday hours and paid parental leave for all full-time employees.