Key Account Manager

Carrier

Key Account Manager driving growth in global enterprise accounts and local markets at Sensitech. Responsible for managing territory and achieving revenue targets in Life Sciences sales.

Posted 5/27/2026full-timeRemote • Florida, Illinois, Texas • 🇺🇸 United StatesMid-LevelSenior💰 $96,000 - $192,000 per yearWebsite

About the role

Key responsibilities & impact

Own revenue targets across your full territory, including enterprise accounts and a portfolio of local and mid-market accounts
Develop and execute territory and account plans that reflect the complexity and pace of each opportunity — from long, multi-stakeholder enterprise cycles to faster, direct local deals
Build and manage a healthy pipeline across your full book of business, with clear progression tied to customer outcomes and accurate CRM forecasting
Drive new business development within existing accounts — expanding into new divisions, buying centers, use cases, and opportunities
Lead contract negotiations, business reviews, RFQ responses, and renewals across your territory
Navigate complex, global enterprise accounts with multiple stakeholders across functions, seniority levels, and geographies
Build and maintain trusted relationships with senior decision makers and influencers — including C-suite, VP Logistics, and Directors of Supply Chain, Quality, and Commercial and Clinical Operations
Coordinate effectively with internal colleagues and regional teams to deliver a consistent, high-quality customer experience across borders
Partner closely with Solutions Consultants to qualify opportunities, advance complex deals, and ensure the right solution is positioned for each customer need
Own the full sales cycle on local and mid-market accounts within your territory — from prospecting and discovery through proposal, negotiation, and close
Apply a direct, efficient selling approach, leading with the most relevant Sensitech solutions and a clear, compelling ROI story
Build relationships with regional stakeholders across procurement, logistics, quality, and operations to identify and develop opportunities proactively
Run discovery that uncovers the real business problem, quantifies the impact, and connects Sensitech's solutions to measurable customer outcomes
Adapt your communication style, solution framing, and business case approach to resonate with diverse stakeholders across seniority levels, functions, and cultural contexts
Drive product adoption and achievement of strategic milestones post-sale in coordination with Customer Success and Professional Services
Monitor account health and risk across your territory, proactively identifying issues and orchestrating internal resources to protect and grow the business
Capture and share competitive intelligence, market trends, and voice-of-customer insights from across your territory with Product, Marketing, and Leadership teams
Represent Sensitech at key regional and national industry events and trade shows
Ensure a smooth, well-documented transition to Customer Success at close, with success criteria and customer context clearly captured

Requirements

What you’ll need

Bachelor's Degree
3+ Years of enterprise B2B and/or SaaS sales experience, including territory or account ownership
3+ Years of Experience building pipeline, progressing deals, and consistently meeting or exceeding quota
US-based; willingness to travel up to 50%
Experience in Life Sciences, Pharma, Medical Devices, Biotech, or Supply Chain Technology
Excellent communication skills: written, verbal, and presentation, including with C-suite and VP-level stakeholders under time pressure
Experience with selling clinical trials services in the Life Science space (CDRO or CMO )
Experience navigating multi-stakeholder, 6–18 month enterprise sales cycles
Ability to work effectively within globally matrixed organizations, coordinating across internal teams and regional colleagues to drive account outcomes
Strong CRM discipline — Salesforce or equivalent — for pipeline management, forecasting, and account planning
Demonstrated ability to manage both complex enterprise accounts and a portfolio of local accounts simultaneously
Familiarity with supply chain visibility, cold chain, temperature monitoring, or regulatory compliance solutions
Experience selling integrated solutions across hardware, SaaS, and services
Knowledge of major account and value-based selling methodologies (Challenger, SPIN, Miller Heiman, or similar)
Experience managing accounts with stakeholders across multiple global regions
MBA a plus

Benefits

Comp & perks

Health Care Benefits : Medical, Dental, Vision; Wellness incentives
Retirement Benefits
Time off and Leave : 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
Disability : Short-term and long-term disability
Life Insurance and Accidental Death and Dismemberment
Tax-Advantaged Accounts: Health Savings Account; Health Care Spending Account; Dependent Care Spending Account
Tuition Assistance

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills & Tools

B2B salesSaaS salespipeline managementaccount planningcontract negotiationCRM forecastingsales cycle managementvalue-based sellingintegrated solutions sellingregulatory compliance solutions

Soft Skills

communication skillsrelationship buildingnegotiation skillsproblem-solvingadaptabilitycollaborationstakeholder managementpresentation skillscustomer focusstrategic thinking

Certifications

Bachelor's DegreeMBA