Workaround

Key Account Manager – Poland

Workaround

full-time

Posted on:

Location Type: Remote

Location: Remote • 🇵🇱 Poland

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Job Level

Mid-LevelSenior

Tech Stack

IoT

About the role

  • Hunt and convert new big logo business (60%)
  • Actively generate pipeline through cold calling, outreach, industry networking, and vertical research.
  • Identify strategic target accounts in key verticals: Food Retail, Fashion Retail, and E-Commerce Logistics.
  • Work closely with SDR/MRA to orchestrate account penetration strategies.
  • Position ProGlove’s hardware + software stack with consultative solution-selling.
  • Expand strategic accounts (local + global) (40%)
  • Manage and grow a portfolio of key customers, developing account growth plans, stakeholder maps, and multi-country opportunities.
  • Drive upsell and cross-sell of software subscriptions, analytics, and workflow optimization services.
  • Collaborate cross-functionally
  • Partner with Solution Engineers, Product, Marketing, Channel and EE team to build tailored solutions.
  • Participate in onsite customer workshops, pilots, and warehouse process diagnostics.
  • Maintain accurate sales data, forecasts, and activities in Salesforce.
  • Own contract negotiations, proposal creation, and solution validation.
  • Willingness to travel extensively (50–60%) for client visits, trade fairs, and on-site evaluations.

Requirements

  • Proven track record in hunting and closing large deals, ideally in hardware/software solutions, automation, supply chain digitalization, WMS, SaaS, or IoT.
  • Strong outbound acquisition skills.
  • Experience managing local and/or global key accounts.
  • Solution-selling mindset: able to articulate value across hardware, SaaS, ROI, and operational efficiencies.
  • Familiarity with formal sales methodologies (MEDDIC, Challenger, Miller-Heiman).
  • Fluency in both English and Polish.
  • Strong communication, influence, and negotiation skills — comfortable pitching to C-level, IT, Operations, and Logistics.
  • High drive to travel, engage in-person, and understand real shop floor challenges.
Benefits
  • Hybrid Hardware + SaaS Innovation — Shape the future of connected workplaces.
  • Growth Culture — Clear career framework, School of Growth, coaching, and leadership development.
  • Flexibility — Remote work, flexible schedules, “Dedicated time to learn”.
  • Top-notch Tech — Modern tech, tools, and support.
  • Strong Team Spirit — Ambitious, open, innovative, driven by purpose.

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard skills
solution-sellingaccount growth plansstakeholder mapsupsellcross-sellsalesforcecontract negotiationsproposal creationhardware/software solutionsautomation
Soft skills
outbound acquisitioncommunicationinfluencenegotiationconsultative sellingcollaborationhigh drive to travelarticulate valueengagementunderstanding shop floor challenges