Key Account Manager

Role Overview

• Serve as the strategic owner for global Life Science accounts, driving YoY revenue growth and expansion.
• Develop and execute strategic account plans to penetrate new buying centers and high-level decision makers (C-level, VP Logistics, Supply Chain, Quality, Commercial and Clinical Operations) and grow wallet share.
• Lead complex, enterprise SaaS sales cycles for Lynx and Real-Time platforms, from discovery through negotiation, launch, adoption, and expansion.
• Build and maintain trusted, long-term relationships with senior executives and key influencers in cold chains, clinical trial logistics, and pharmaceutical supply chain.
• Create and maintain detailed account plans, opportunity pipelines, and executive business reviews in collaboration with cross-functional partners worldwide.
• Partner with Sales Solutions Consultants to qualify opportunities, articulate Sensitech’s full ecosystem value proposition, and design enterprise-grade solutions.
• Drive product adoption and achievement of strategic milestones post-sale in coordination with Customer Success and Professional Services.
• Negotiate and close master agreements, expansions, renewals, and RFQ responses.
• Proactively monitor account health, identify risks/barriers, and orchestrate internal resources to ensure customer success and revenue targets are met/exceeded.
• Capture and share competitive intelligence, market trends, and voice-of-customer insights with Product, Marketing, and Leadership teams.
• Represent Sensitech at key industry events and trade shows when required.

Requirements

• Bachelor’s degree
• 3+ years of large complex account sales experience and enterprise SaaS sales
• 5+ years in enterprise B2B/SaaS sales within Life Sciences, Pharma, Regulated Industries, or Supply Chain Technology preferred
• Clinical Trial Experience a plus
• Proven track record of consistently exceeding quota while managing strategic accounts with complex 6 to 18 month sales cycles
• Experience selling to C-suite and VP-level stakeholders
• Strong commercial acumen: contract negotiation, ROI quantification, strategic account planning
• Excellent communicator with proven ability to clearly convey complex ideas and data in written, presentation and spoken formats to high-level internal and external stakeholders, often under time constraints
• Experience launching and driving adoption of SaaS platforms in enterprise environments
• Team player with ability to influence cross-functionally in matrixed, global organizations
• Highly self-motivated individual; adaptable and resilient in fast-paced environments
• Experience with Major Account and Strategic Account Sales Methodologies (Challenger, SPIN, Miller Heiman) a plus
• CRM proficiency (Salesforce or similar)
• MBA not required but preferred
• Willingness to travel up to 40–50%.

Benefits

• Health Care benefits: Medical, Dental, Vision; wellness incentives
• Retirement benefits
• Time Off and Leave: Paid vacation days, up to 15 days; paid sick days, up to 5 days; paid personal leave, up to 5 days; paid holidays, up to 13 days; birth and adoption leave; parental leave; family and medical leave; bereavement leave; jury duty; military leave; purchased vacation
• Disability: Short-term and long-term disability
• Life Insurance and Accidental Death and Dismemberment
• Tax-Advantaged Accounts: Health Savings Account; Healthcare Spending Account; Dependent Care Spending Account
• Tuition Assistance