Key Account Director

Accountabilities:

• • Own and execute strategic growth plans for a portfolio of enterprise Grocery and Convenience customers, with responsibility for revenue expansion and long-term account development.
  • Identify, qualify, develop, and close upsell, cross-sell, and expansion opportunities across the organization's SaaS and technology solutions.
  • Build trusted-advisor relationships with business, technology, and C-suite executives, becoming the primary commercial point of contact for assigned accounts.
  • Develop strategic account plans, customer roadmaps, and growth strategies that connect technology investments to customer priorities and measurable business outcomes.
  • Manage complex enterprise sales cycles from opportunity identification through negotiation, contracting, and execution.
  • Partner cross-functionally with Customer Success, Solution Engineering, Services, Product Management, Sales Leadership, and other internal teams to maximize customer value and revenue growth.
  • Maintain a disciplined and accurate sales pipeline while providing reliable quarterly and annual revenue forecasts.
  • Develop compelling business cases using ROI, TCO, benchmarking, and value-realization frameworks to demonstrate the commercial impact of proposed solutions.
  • Monitor customer initiatives, competitive dynamics, market trends, and executive leadership changes to anticipate emerging needs and uncover new opportunities.
  • Lead or support commercial negotiations and contract discussions for SaaS and subscription-based technology solutions.
  • Serve as the primary commercial escalation point for assigned strategic accounts and ensure a consistently high-quality customer experience.

  Requirements

  • 10+ years of experience in enterprise software sales, strategic account management, solution consulting, customer growth, or a closely related role.
  • Demonstrated success selling into large enterprise organizations, preferably businesses with $2B+ in annual revenue.
  • Proven track record of driving revenue growth through expansion, upsell, and cross-sell within existing enterprise accounts.
  • Strong experience building, maintaining, and influencing relationships with executive and C-level stakeholders.
  • Hands-on experience managing complex SaaS sales cycles, commercial negotiations, subscription agreements, and revenue forecasting.
  • Strong business and commercial acumen, with the ability to translate customer priorities into strategic account plans and actionable growth roadmaps.
  • Proficiency in value-based selling, including ROI analysis, TCO modeling, benchmarking, and business-case development.
  • Industry knowledge across supply chain, retail, grocery, convenience, consumer goods, or related sectors is strongly preferred.
  • Experience selling supply chain, planning, inventory, merchandising, transportation, warehouse management, analytics, optimization, or retail technology solutions is highly preferred.
  • Bachelor's degree required; a Master's degree is preferred.
  • Exceptional communication, executive presence, negotiation, relationship-building, and strategic thinking skills.
  • Ability to operate independently in a remote environment while collaborating effectively across multiple functions.
  • Willingness and ability to travel up to 50% as required to support strategic customers and business development activities.

  Benefits

  • Base salary range of $160,000–$175,000, with the final offer determined by location, skills, experience, certifications, and other relevant factors.
  • Eligibility for an annual performance bonus or commission program, depending on the nature of the position.
  • Comprehensive medical, dental, and vision coverage.
  • 401(k) with company matching.
  • Flexible Time Off.
  • Corporate fitness program.
  • A range of voluntary benefits, including legal plans, accident and hospital indemnity coverage, pet insurance, and more.
  • US-remote work arrangement.
  • Opportunity to work in a collaborative, inclusive environment where diverse professional and personal experiences are valued.
  • Travel opportunity of up to 50%, supporting strategic enterprise relationships across the customer portfolio.