Account Manager - SaaS Sales

Account Manager- Small & Medium Business

Today, Minitab helps organizations transform operational data into meaningful business outcomes. While we are best known for our leadership in manufacturing, quality, and process improvement, our solutions help organizations across industries collect, analyze, and act on data to improve performance and drive better decisions. From the factory floor and quality lab to enterprise operations, Minitab enables customers to build a trusted data foundation that supports continuous improvement and operational excellence.

You'll be backed by a globally respected brand with more than 50 years of experience helping organizations improve quality, reduce waste, increase efficiency, and make data-driven decisions. Today, customers around the world continue to choose Minitab because we make advanced analytics practical, scalable, and relevant to solving real operational challenges.

The SMB Account Manager role is built for a sales professional who wants to hunt, create opportunity, and grow a territory. You will be responsible for building pipeline, winning new logo accounts, and expanding Minitab ’s footprint with existing customers. Many of our customers already know Minitab through our flagship statistical software. A major part of this role is finding the next opportunity inside those accounts by cross selling newer Minitab solutions that help customers collect data, monitor processes, improve operations, and make better decisions.

The right person for this role is curious, organized, and comfortable creating their own momentum. You should be willing to prospect, ask strong questions, challenge assumptions, and work through the day to day realities of selling into SMB accounts.

This role is for the sales professional who likes hunting for new business, opening doors, and growing accounts through smart discovery and disciplined follow up.
What You’ll Do

- Build and manage a healthy pipeline of new logo and expansion opportunities within an SMB territory

- Prospect into new accounts and create your own opportunities through outbound activity, research, referrals, and targeted campaigns

- Identify cross sell opportunities inside existing Minitab customers, especially where customers may benefit from newer acquisition products and broader Minitab solutions

- Own a small set of renewals while keeping the primary focus on new business and account expansion

- Run strong discovery to understand customer pain, business priorities, current processes, buying drivers, and decision criteria

- Engage with stakeholders in quality, manufacturing, operations, engineering, continuous improvement, and analytics roles

- Position Minitab solutions in a practical, business focused way that connects to customer needs and measurable outcomes

- Drive opportunities from first conversation through close, including qualification, discovery, product alignment, pricing, negotiation, and next steps

- Partner with Sales Engineering, Customer Success, Marketing, Support, and other internal teams to move opportunities forward

- Maintain accurate pipeline, forecast, account notes, next steps, and activity in CRM tools

- Build strong relationships while staying focused on revenue growth, sales execution, and territory development

Success in this role will be measured by:

- New logo revenue

- Cross sell and expansion revenue

- Pipeline creation and pipeline quality

- Activity that creates real selling conversations

What You Bring

- 2 to 4 years of experience in inside sales, SMB sales, account executive, business development, or SaaS sales roles

- Proven ability to prospect, create pipeline, and win new business

- Experience selling to existing customers through cross sell, expansion, or land and expand motions

- Comfort owning a quota and being measured against new revenue, pipeline creation, and account growth

- Strong discovery skills and the ability to ask thoughtful, direct questions that uncover rea