Key Account Manager

This is a fully remote position, open to applicants in United States.

📋 Description

• Drive growth in expansion efforts.

• Identify, cultivate, and finalize opportunities for expansion.

• Ensure that customers achieve quantifiable business results while optimizing Net Revenue Retention (NRR), expansion ARR, product adoption, and referenceability.

• Create and sustain multi-year strategic account plans.

• Formulate account growth strategies that align with customer business objectives.

• Analyze customer organizational structures, buying centers, and key influencers.

• Recognize whitespace opportunities and assess competitive risks.

• Collaborate with the Customer Success Team to carry out quarterly and annual account evaluations.

• Manage the commercial strategy for designated accounts.

• Generate a robust expansion pipeline.

• Oversee significant expansion opportunities during renewal cycles.

• Negotiate pricing, commercial terms, and contract structures.

• Act as the primary commercial relationship owner.

• Establish trust among operational, IT, business, and executive stakeholders.

• Partner with the Customer Success Manager to plan and execute executive business reviews (EBRs/QBRs).

• Be accountable for escalating critical customer issues.

• Coordinate internal executive engagement to enhance customer outcomes.

⛳️ Requirements

• A bachelor's degree is required.

• Over 6 years of experience in enterprise SaaS/technology account management.

• Demonstrated success in managing and growing large strategic accounts.

• Experience with supply chain application software, including Fleet Management SaaS solutions.

• Experience with:

• - Subscription/recurring revenue models.

• - Complex stakeholder environments.

• - Contract negotiations.

• - Development and management of expansion pipelines.

• - Executive selling/advisory engagement.

• Ability to communicate effectively with and present to all classes of stakeholders, demonstrating genuine empathy, listening skills, and a commitment to customer success.

• Dedication to thoroughly understanding WA products, ROI drivers, use cases, and roadmaps. A continuous learner, curious about customer end markets and trends, ensuring clients maximize platform value.

• Experience in revenue growth, pricing strategies, and negotiations.

• Committed to learning about customers' business models and industries to position WA as a strategic solution addressing key operational challenges, proactively developing plans to meet customer goals.

• An effective advocate for customer needs, adept at rallying teams to solve problems and eliminate barriers. Takes ownership and accountability for facilitating positive outcomes for customers rather than adopting a “not my job” mentality.

• Analytical thinker who consistently translates product usage into measurable financial value and can articulate ROI to executive stakeholders.

🏝️ Benefits

• Compensation: $95K - $110K USD, depending on experience and location.

• Unlimited PTO: Enjoy paid time off whenever you need it.

• Subsidized Healthcare: A range of subsidized medical plans tailored to your needs.

• Retirement Support: 401(k) matching to assist you in investing for your future.

• Family Friendly: Paid parental leave and caregiver support.

• Growth & Development: Professional development plans and resources to encourage continuous learning.