[Hiring] Account Manager @Kneat

Role Description

The Kneat Account Manager is a quota-carrying Enterprise sales professional responsible for protecting, growing, and expanding Kneat's strategic customer relationships. This is not a traditional Customer Success or relationship-management role. The ideal candidate is a strategic account seller who can identify and create expansion opportunities, build executive relationships, develop account strategies, and orchestrate complex enterprise sales cycles across existing customers.

• Work closely with colleagues in sales development, product/engineering, and customer success to ensure a positive sales experience for prospects and clients.
• Manage a portfolio of assigned customer accounts to maximize expansion opportunities.
• Serve as the point of contact for existing customers and drive all renewal and expansion sales opportunities.
• Develop new business with existing clients and identify areas of improvement to meet sales quotas.
• Collaborate with the Customer Success team to keep clients satisfied and engaged with products and services.
• Demonstrate the baseline out-of-the-box technology.
• Maintain a high volume of account-based activities, including business/account review meetings.
• Skillfully deliver web-based and/or face-to-face presentations showcasing the value of Kneat.
• Sell comfortably to VP & C-Suite executives, navigating through multiple decision-makers in large complex organizations.
• Consistently beat quarterly and annual sales quotas.
• Navigate the procurement process and help drive customers to a close.
• Quickly learn and hit the ground running with prospecting, discoveries, and demonstrations.
• Track customer details daily, identifying decision-makers, timelines, hot-buttons, and specific qualifications, entering data accurately into the company's CRM (Hubspot).
• Report weekly updates to the VP of Sales around strategy, progress, and upcoming closure opportunities.
• Attend client networking events to build up the Kneat network and customer rapport.

Qualifications

• 10+ years of B2B sales/account management experience, preferably selling SaaS or technology solutions into Life Sciences or similarly regulated industries.
• Proven track record of meeting and exceeding $1M+ annual sales quotas or equivalent enterprise expansion targets.
• Demonstrated success managing and expanding Enterprise and/or Strategic accounts.
• Experience selling to and building relationships with Director, VP, SVP, and C-Suite executives.
• Proven ability to develop strategic account plans that identify organizational priorities, whitespace, expansion opportunities, key stakeholders, risks, and actionable growth strategies.
• Strong ability to identify and create expansion opportunities rather than simply respond to customer requests or take orders.
• Demonstrated success driving multi-threaded relationships across business, technical, quality, IT, procurement, and executive stakeholders.
• Proven ability to establish and maintain executive sponsorship within strategic accounts.
• Experience orchestrating complex expansion cycles with internal SMEs, Sales Engineering, Customer Success, Professional Services, Partners, and executive leadership.
• Experience consistently applying a MEDDPICC/MEDDIC sales methodology to qualify, manage, and close expansion opportunities.
• Strong ability to identify business drivers, quantify value, understand decision criteria/processes, establish compelling events, and maintain clear next steps.
• Proven experience conducting strategic, onsite Executive Business Reviews/QBRs that drive business outcomes, customer alignment, and expansion opportunities.
• Strong business acumen and ability to adapt messaging to different levels of the customer organization, including C-Suite executives.
• Highly disciplined in CRM management, account planning, forecasting, pipeline hygiene, and sales process execution.
• Comfortable leveraging AI and modern sales technologies to improve account research, opportunity identification, productivity, and customer engagement.
• Willingness to be in front of customers regularly, including onsite meetings, executive business reviews, strategic account planning sessions, and industry events.

Benefits

• A fantastic culture, team, and energy.
• Competitive compensation.
• Comprehensive benefits package.
• Flexible work arrangements.
• Training and professional development.