Account Manager, Customs Compliance

This is a fully remote position, open to applicants in Arizona, +14 more states.

📋 Description

• Take ownership of a designated portfolio of existing clients and formulate account strategies aimed at enhancing recurring revenue, fostering relationships, and ensuring retention.

• Achieve or surpass individual sales targets through renewals, cross-selling, upselling, license expansions, product adoption, transaction growth, and various other growth opportunities.

• Recognize whitespace and growth opportunities by comprehending customers' operations, challenges, growth objectives, and technological requirements.

• Create and sustain a robust sales pipeline while providing accurate and timely revenue forecasts.

• Conduct regular meetings with customers, business reviews, product discussions, demonstrations, and onsite visits.

• Establish relationships with operational users, managers, economic buyers, and executive stakeholders.

• Lead discussions on pricing, contract negotiations, address objections, and facilitate closing deals.

• Monitor customer expectations, satisfaction, business requirements, risks, and opportunities.

• Act as the primary relationship owner, coordinating Support, Professional Services, Implementation, Product, Finance, and Accounting resources during escalations.

• Set clear customer expectations concerning internal processes, service responsibilities, project scope, support interactions, and commercial commitments.

• Advocate for customers internally while balancing company policies, contractual obligations, and commercial goals.

• Address customer inquiries and collaborate cross-functionally to resolve complex business or operational challenges.

• Maintain precise account, activity, opportunity, forecast, renewal, and customer details in the CRM and other sales tools.

• Represent the company at customer meetings, industry conferences, and events.

• Meet assigned monthly, quarterly, and annual sales objectives.

⛳️ Requirements

• Bachelor’s degree from an accredited college or university, or an equivalent combination of education and relevant professional experience.

• A minimum of 2–3 years of B2B sales, account management, or customer expansion experience.

• Proven track record of carrying and achieving individual sales or revenue quotas.

• Demonstrated ability to identify, develop, negotiate, and close cross-sell and upsell opportunities within an existing customer base.

• Strong capability to effectively showcase software or product features and link technical capabilities to business results and customer needs.

• Knowledge of both import and export regulations is essential.

• Experience in managing a sales pipeline, forecasting revenue, and keeping accurate opportunity and account data within a CRM.

• Excellent verbal, written, presentation, and interpersonal communication skills.

• Licensed Customs Broker (LCB) is preferred.

• Experience in freight forwarding, logistics, supply chain, transportation technology, customs brokerage, or customs compliance is strongly preferred.

• Familiarity with customs brokerage and compliance processes, including ACE, ABI, ISF, AES, bonded operations, and FTZ.

• SaaS or technology sales experience is preferred.

• Proficiency in CRM and sales productivity tools; experience with Salesforce is preferred.

• Willingness to travel domestically and internationally to meet customers and attend conferences and events (35% travel required).

• Must possess a personal vehicle for customer visits.

• Valid driver’s license with a clean record is required.

🏝️ Benefits

• Work-from-home structure.

• Paid time off programs.

• Paid sick leave.

• Paid holidays.

• Medical insurance.

• Vision insurance.

• Dental insurance.

• Voluntary life plans.

• Critical illness and accident policies.

• 401(k) retirement plan.

• Additional training and development opportunities may be provided if sales targets are not met.