Sales Account Manager

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

📋 Description

• Take ownership of the post-sale customer relationship for a designated portfolio of accounts, acting as the main point of responsibility for net revenue growth, retention, and executive alignment.

• Establish and maintain relationships with CxO-level executives across supply chain, operations, finance, and IT, positioning GAINS as a strategic partner rather than just a transactional vendor.

• Create and implement account plans that align customer business goals with GAINS platform capabilities, outlining expansion strategies, and documenting measurable value delivery milestones.

• Facilitate solution-oriented discussions with customers to identify new use cases, unmet needs, and strategic priorities that GAINS can address through extended deployment or additional modules.

• Collaborate with Customer Success and Professional Services to ensure customers are on track to meet their KPIs while documenting, quantifying, and communicating value delivered at the executive level.

• Manage the complete commercial cycle for expansion opportunities within current accounts, including deal structuring, contract negotiations, and forecast management in Salesforce.

• Conduct regular executive business reviews (QBRs and EBRs) to convey platform value, share industry benchmarks and supply chain trends, and present new capabilities that align with customer priorities.

• Oversee pipeline health and opportunity progression using MEDDIC, ensuring accurate forecasts and account documentation in Salesforce.

• Act as the internal voice of the customer, providing structured feedback to Product, Customer Success, and Marketing regarding roadmap gaps, competitive dynamics, and evolving customer requirements.

• Represent GAINS at customer locations, industry events, and the GAINS Summit to deepen executive relationships and enhance account presence.

⛳️ Requirements

• 7-10 years of experience in enterprise SaaS sales or strategic account management, demonstrating a consistent record of quota achievement and net revenue retention across a complex, multi-stakeholder portfolio.

• Direct experience in selling or managing accounts related to supply chain planning, inventory optimization, S&OP, ERP, or other related enterprise software categories.

• Proven capability in building and sustaining relationships with CxO and VP-level executives across supply chain, operations, and finance functions, acting as a credible peer and trusted advisor.

• Demonstrated success in identifying and securing expansion revenue within existing accounts through solution-based selling, including upsells, cross-sells, and broader platform deployments.

• Familiarity with MEDDIC or similar sales qualification frameworks, applied to both new opportunity development and renewal and expansion cycles.

• Experience in managing commercial negotiations, including renewals, multi-year agreements, and upsell structures, in collaboration with finance and legal teams.

• Proficient in Salesforce for pipeline management, maintaining forecast accuracy, account documentation, and opportunity progression.

• Exceptional communication and executive presentation skills, with the ability to convey platform capabilities and ROI metrics in strategic business language for non-technical audiences.

• Bachelor's degree in Business, Supply Chain, or a related field; equivalent experience will be considered.

🏝️ Benefits

• Competitive base salary with uncapped variable compensation linked to retention and expansion performance.

• Comprehensive benefits package that includes premium health coverage, generous PTO, and support for professional development.

• A collaborative, low-bureaucracy culture where innovative ideas thrive and achievements are celebrated.