Account Manager - US

Kneat

13h

About The Position

Kneat is seeking an Account Manager to protect, grow, and expand strategic customer relationships for its enterprise software platform, which supports electronic validation lifecycle management and GxP testing for pharmaceutical, biotech, and medical device manufacturers. This is a quota-carrying enterprise sales role focused on renewals and expansion opportunities within existing customer accounts, rather than a traditional customer success or relationship-management position. The Account Manager will understand customer businesses and strategic priorities, build relationships with stakeholders at multiple organizational levels, identify whitespace and expansion opportunities, develop account strategies, and orchestrate complex sales cycles. The role works closely with sales development, product and engineering, customer success, and other internal teams, and involves regular customer meetings, presentations, executive business reviews, networking events, and CRM and forecast management.

Requirements

10+ years of B2B sales or account management experience.
Proven track record of meeting and exceeding annual sales quotas of $1 million or more, 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.
Ability to develop strategic account plans that identify priorities, whitespace, expansion opportunities, stakeholders, risks, and actionable growth strategies.
Ability to identify and create expansion opportunities proactively.
Success driving multi-threaded relationships across business, technical, quality, IT, procurement, and executive stakeholders.
Ability to establish and maintain executive sponsorship within strategic accounts.
Experience orchestrating complex expansion cycles with internal subject-matter experts and cross-functional teams.
Experience consistently applying MEDDPICC or MEDDIC to qualify, manage, and close expansion opportunities.
Ability to identify business drivers, quantify value, understand decision criteria and processes, establish compelling events, and maintain clear next steps.
Strong business acumen and ability to adapt messaging to different customer audiences, including C-suite executives.
Strong discipline in CRM management, account planning, forecasting, pipeline hygiene, and sales process execution.
Willingness to meet customers regularly, including onsite meetings, executive business reviews, strategic account planning sessions, and industry events.
Ability to fulfill the requirements necessary to obtain a background check.

Nice To Haves

Experience selling SaaS or technology solutions into Life Sciences or similarly regulated industries.

Responsibilities

Manage a portfolio of assigned customer accounts and maximize expansion opportunities.
Serve as the point of contact for existing customers and drive renewal and expansion sales opportunities.
Develop new business with existing clients and identify areas for improvement to meet sales quotas.
Build strategic account plans and identify customer priorities, stakeholders, whitespace, risks, and growth opportunities.
Maintain relationships across multiple levels of customer organizations and establish executive sponsorship.
Collaborate with Customer Success to keep clients satisfied and engaged with Kneat products and services.
Work with sales development, product and engineering, Sales Engineering, Professional Services, partners, and executive leadership to support customer sales cycles.
Demonstrate Kneat's baseline out-of-the-box technology.
Conduct account-based activities, including business and account review meetings, and identify new contacts, sites, and expansion opportunities.
Deliver web-based and/or face-to-face presentations communicating Kneat's value.
Sell to VP and C-suite executives and navigate multiple decision-makers in complex organizations.
Meet or exceed quarterly and annual sales quotas.
Navigate procurement processes and help customers reach a close.
Conduct strategic onsite Executive Business Reviews and QBRs that support business outcomes, customer alignment, and expansion opportunities.
Track customer details—including decision-makers, timelines, priorities, and qualifications—in HubSpot accurately and consistently.
Manage account planning, forecasting, pipeline hygiene, and sales process execution.
Report weekly strategy, progress, and anticipated closure opportunities to the VP of Sales.
Attend client networking events to build the Kneat network and customer rapport.
Use AI and modern sales technologies to support account research, opportunity identification, productivity, and customer engagement.