Account Manager

About the Team/Role

This is a commercial role. You will own a named book of 150-180 accounts, serving as the primary commercial relationship between WEX and the customer. You will be expected to diagnose account health, hold pricing conversations without flinching, deliver program value before any concession, and manage a portfolio with the discipline of someone who has done it before. The infrastructure - Salesloft cadences, Salesforce health scoring, automated MBR via Rox, POD support - is being built alongside you.

The commercial standard we hold this role to:

• This role is built around a single commercial principle: value before concession, every time. Before any discount, waiver, or LTO enters a conversation, the AM is expected to establish what the customer is already getting from the program and what they are leaving on the table.

• That means walking into every call knowing the account's discount network utilization rate, rebates, off-network spend vs. preferred sites, and where they sit against peer benchmarks - and being able to put a dollar figure on each gap on the spot. If the AM cannot name two specific value gaps before reaching for a concession, they are not ready for the pricing conversation.

How you'll make an impact

Portfolio segmentation - every morning

• Review and segment your book daily into three lanes: At Risk (gallon decline, fee complaint, competitor flag, dormancy), Stable (on cadence, no signal), and Expansion (growth opportunity, product gap). At Risk gets called first, every day without exception. Stable rotates on cadence. Expansion gets a commercial conversation - not a check-in.

Named relationship ownership'

• Introduce yourself to every new account in your first week - who you are, what you cover, how to reach you. Customers know their AM by name and can book time via calendar link. Map and maintain stakeholders (economic buyer, operational contact, decision-makers) in Salesforce. Single-threaded accounts are flagged as elevated churn risk.

Program value delivery & card program maximization

• Lead every retention or pricing conversation by establishing value first: (1) what the customer is already getting - Edge savings, rebates earned, controls preventing out-of-policy spend; (2) what they are leaving on the table - Edge utilization gap, uncollected CPG rebates, off-network spend, peer benchmark shortfall; (3) what closing that gap is worth in dollars, calculated on the spot. Examples: Edge utilization at 62% vs. 85% potential, CPG rebates uncollected last quarter, $X in off-network spend that could route through preferred sites, IFTA hours that can be automated. Only after this sequence does any concession enter the conversation.

Competitive defense

• Know competitor information well enough to counter their proposals in real time - pricing model, network strengths, rebate structure, and common pitch angles. Never leave a competitive proposal uncontested. When a customer has received a credible BPS offer and is at active churn risk, escalate immediately to the Saving Desk. This is not a negotiation the AM handles alone.

Monthly Business Reviews

• Automated MBR decks are generated monthly by AI with account-specific data - volume trend, savings delivered, Edge gap, peer benchmarking. You review the deck before the call. The conversation is diagnosis and strategy, not data presentation. Every MBR ends with a documented action plan and a confirmed next step in Salesforce.

RFIs / RFPs

• You are the first point of contact for formal procurement requests within your book and own the coordination of the initial response - pulling in Pricing, Product, and the Saving Desk as needed. Any RFP above standard contract complexity or above your pricing authority escalates to your manager. An unanswered or late RFP is a lost account.

Salesforce & Salesloft discipline

• Log every meaningful interaction using the #Diagnose / #ActionPlan / #FollowUp protocol - same day, every time. Update account health score [HEALTHY (Green), STABLE (Yellow) CRITICAL (Red)], and account roadmap after every call. Advance all Salesloft cadence steps. Zero overdue tasks

X-sell signal recognition

• Flag x-sell opportunities within your book - You do not close the x-sell - but you own the pipeline. Referral quota is part of your scorecard: a minimum number of qualified leads passed to Value Desk per quarter, tracked on conversion rate not just volume.

Experience you'll bring

• 5-10 years in B2B sales or account management - you have owned a named portfolio and been held accountable for retention and revenue

• Demonstrated track record of proactive commercial outreach - not reactive service dressed up as account management

• Comfortable in pricing conversations - you can calculate a CPG or BPS offer without putting someone on hold and you know how to lead with value before you discount

• Fleet, fuel card, fintech, or payments background preferred - SaaS, telecom, or insurance renewals also transfers well

• Salesforce discipline - you log same day, every day, and your pipeline reflects reality not optimism

• Salesloft or equivalent sequencing tool experience - you know how to work a prioritized cadence across a large book

• Competitive fluency - ability to position against closed-loop and open-loop fleet card alternatives

• Fleet card or fuel payments experience - competitive awareness

• Familiarity with CPG pricing models, basis points, and fleet card discount structures

• Experience building or presenting quarterly business reviews to fleet or operations managers

• RFP / RFI experience - coordinating cross-functional responses under time pressure

Your first 90 days:

Weeks 1-4 (Learn)

Salesforce setup, Salesloft cadence live, Rox MBR reviewed. Introduction call to every account in your book within 30 days. No commercial pressure - build the map.

Weeks 5-8 (Diagnose)

First portfolio segmentation completed. At Risk accounts identified and worked. First competitive flags logged. POD handoff protocol established.

Weeks 9-12 (Perform)

Book running at full cadence. Contact ratio tracked weekly. First saved accounts logged at 90-day mark. Value-before-concession sequence in every pricing call. Zero overdue tasks.

Month 4-6 (Scale)

Book grows toward 150-180 as POD absorbs operational contacts and AI automation frees capacity. First x-sell referrals to Value Desk. RFP process owned end-to-end.