Key Account Manager, Life Sciences

This is a fully remote position, open to applicants in Colorado, +3 more states.

📋 Description

• Take ownership of revenue targets throughout the entire territory, encompassing enterprise, local, and mid-market accounts.

• Create and implement territory and account strategies.

• Develop and maintain a pipeline with precise CRM forecasting.

• Foster new business growth within current accounts.

• Lead negotiations on contracts, conduct business reviews, respond to RFQs, and manage renewals.

• Navigate intricate global enterprise accounts and cultivate relationships with senior stakeholders.

• Collaborate with internal and regional teams across various locations.

• Work alongside Solutions Consultants to assess and progress complex deals.

• Manage the complete sales process for local and mid-market accounts from initial prospecting to closing.

• Conduct discovery sessions, quantify business impacts, and align solutions with measurable customer outcomes.

• Promote post-sale product adoption and achieve strategic milestones in conjunction with Customer Success and Professional Services.

• Track account health and potential risks while mobilizing internal resources.

• Provide market insights, competitive intelligence, and customer feedback to Product, Marketing, and Leadership teams.

• Represent Sensitech at both regional and national industry events and trade exhibitions.

• Ensure a seamless and documented transition to Customer Success upon closing deals.

⛳️ Requirements

• Bachelor's Degree.

• Minimum of 3 years’ experience in enterprise B2B and/or SaaS sales, including ownership of territory or accounts.

• At least 3 years of experience in building pipeline, advancing deals, and consistently achieving or surpassing quotas.

• Must be US-based.

• Willingness to travel up to 50% of the time.

• Preferred experience in Life Sciences, Pharma, Medical Devices, Biotech, or Supply Chain Technology.

• Exceptional written, verbal, and presentation communication skills, particularly when engaging with C-suite and VP-level stakeholders under pressure.

• Experience in selling clinical trial services within the Life Science sector (CDRO or CMO) is preferred.

• Familiarity with navigating multi-stakeholder enterprise sales cycles lasting 6–18 months is preferred.

• Ability to operate effectively in globally matrixed organizations is preferred.

• Strong discipline in CRM usage, particularly with Salesforce or similar tools, is preferred.

• Proven track record of managing both complex enterprise accounts and local accounts simultaneously is preferred.

• Knowledge of supply chain visibility, cold chain management, temperature monitoring, or regulatory compliance solutions is preferred.

• Experience in selling integrated hardware, SaaS, and service solutions is preferred.

• Understanding of major account and value-based selling methodologies such as Challenger, SPIN, or Miller Heiman is preferred.

• Experience managing accounts with stakeholders across multiple global regions is preferred.

• An MBA is considered a plus.

🏝️ Benefits

• Short-term cash incentives, contingent upon plan requirements.

• Medical, dental, and vision benefits.

• Wellness incentives.

• Retirement benefits.

• 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 leave.

• Military leave.

• Purchased vacation options.

• Short-term and long-term disability coverage.

• Life insurance and accidental death and dismemberment coverage.

• Health Savings Account.

• Health Care Spending Account.

• Dependent Care Spending Account.

• Tuition assistance.