Account Manager

TraceLink, Inc•Wilmington, MA

17h•$102,750 - $132,030•Onsite

About The Position

TraceLink’s software solutions and Opus Platform help the pharmaceutical industry digitize their supply chain and enable greater compliance, visibility, and decision making. It reduces disruption to the supply of medicines to patients who need them, anywhere in the world. Founded in 2009 with the simple mission of protecting patients, today Tracelink has 8 offices, over 800 employees and more than 1300 customers in over 60 countries around the world. Our expanding product suite continues to protect patients and now also enhances multi-enterprise collaboration through innovative new applications such as MINT. Tracelink is recognized as an industry leader by Gartner and IDC, and for having a great company culture by Comparably. Role Overview The Account Manager is responsible for owning, retaining, and expanding a portfolio of TraceLink Enterprise customers within an assigned territory. This role is accountable for driving net revenue growth through renewals, upsell, and expansion by executing TraceLink’s enterprise sales methodology, value framework, and defined sales process. You will operate as a trusted advisor to C‑suite and senior business leaders, aligning customer strategic priorities to TraceLink’s solutions and differentiated value. Success in this role requires strong account planning, disciplined opportunity management, and close collaboration with Marketing, Business Development (ISR), and Solutions Consulting.

Requirements

Experience & Skills
4-6+ years of B2B sales experience, preferably in Enterprise SaaS or Cloud software
Proven success managing complex, multi‑stakeholder sales cycles
Demonstrated experience executing a structured sales methodology across the full sales lifecycle
Strong ability to conduct value‑based discovery, handle objections, and close enterprise deals
Experience owning renewals and expansion within existing customer accounts
Proficiency with CRM tools such as Salesforce
This is an on-site role based in Wilmington, MA headquarters
Business & Communication
Strong business acumen with the ability to engage credibly at executive level
Excellent verbal, written, and presentation skills
Attributes
Highly proactive, self‑driven, and results‑oriented
Comfortable working autonomously within a fast‑paced, evolving environment
Team‑oriented mindset with strong collaboration skills
Customer‑first mentality with a focus on long‑term value creation

Responsibilities

Account Ownership & Growth Strategy
Own a defined portfolio of Enterprise accounts with full accountability for retention, expansion, and revenue growth
Develop and execute account‑level growth strategies aligned with customer business objectives, TraceLink’s value framework, and regional sales priorities
Build and maintain trusted executive relationships with economic buyers, decision‑makers, and key influencers
Act as the primary point of contact and quarterback for the customer relationship
Sales Methodology & Process Execution
Lead opportunities through TraceLink’s end‑to‑end enterprise sales process, from discovery to close
Conduct customer‑centric discovery to identify business problems, value drivers, and success criteria
Translate customer needs into clear value‑based proposals tied to measurable outcomes
Partner with Solutions Consultants to deliver compelling value‑led demonstrations and presentations
Drive effective deal qualification, opportunity progression, forecasting, and close plans
Renewals, Expansion & Retention
Proactively manage renewals and contract extensions, ensuring high retention rates
Identify and execute upsell and cross‑sell opportunities within existing accounts
Address customer risks, requests, and escalations in partnership with Customer Success and Support
Ensure customers realize and articulate ongoing value from TraceLink solutions
Demand Generation & Pipeline Management
Create and execute a Demand Generation plan for your account base in collaboration with SDRs and Marketing
Actively participate in and lead targeted outbound and inbound demand generation activities
Maintain a healthy, well‑qualified pipeline aligned to quarterly and annual revenue targets
Accurately manage and document pipeline, opportunities, and forecasts in Salesforce
Collaboration & Feedback Loop
Work cross‑functionally with Sales, Marketing, SDRs, Solutions Consulting, and Customer Success
Share customer insights, market feedback, and competitive intelligence with internal stakeholders
Contribute to continuous improvement of TraceLink’s sales strategy and execution
What Success Looks Like
Consistent achievement (or overachievement) of quarterly and annual revenue targets
High customer retention and expansion rates
Strong forecast accuracy and pipeline hygiene
Clear evidence of value‑based selling and executive‑level engagement
Trusted internal collaborator and external customer partner