Director, Account Executive

TraceLink, Inc•Wilmington, MA

15h•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. Position Overview The Director of Account Executives, US will lead and scale a high‑performing team of Account Executives responsible for driving new logo acquisition as well as net revenue retention and expansion across TraceLink’s US customer base. This role is dual focused on landing new logo prospects as customers, and also deepening customer value through multi‑product adoption, renewals, and strategic expansion, with an emphasis on TraceLink’s rapidly evolving supply chain platform. Reporting to the VP of US Sales, you will play a critical leadership role on go‑to‑market strategy, aligning closely with Product, Marketing, Customer Success, and Sales Operations to ensure customers realize measurable business outcomes from TraceLink’s solutions. As TraceLink continues to expand beyond Track & Trace into broader digital supply chain, network, and analytics capabilities, this role requires a strategic, adaptable leader with a strong growth mindset and experience selling platform‑based SaaS solutions.

Requirements

10+ years of experience in enterprise software or SaaS sales, with a strong emphasis on account management, expansion, and renewals.
3+ years of sales leadership experience, managing and developing quota‑carrying Account Executives.
Proven success driving new logo acquisition, net revenue retention and multi-product expansion within an existing customer base.
Experience selling platform or portfolio‑based solutions in complex industries.
Strong executive presence with the ability to communicate complex technical and business concepts to C‑suite, Supply Chain, IT, Compliance, Finance, and Procurement leaders.
Highly analytical and strategic, with the ability to navigate ambiguity and unblock both customer and internal challenges.
Excellent written and verbal communication skills, including executive presentations, RFP responses, and internal alignment documents.
Comfortable operating autonomously while balancing multiple priorities in a fast‑evolving environment.
Willingness and ability to travel as needed (primarily US‑based).
In‑office position required.
Bachelor’s degree or equivalent practical experience.

Responsibilities

Lead, coach, and develop a team of 6–8 Account Executives focused on either new logo acquisition or renewals, expansion, and cross‑sell/up‑sell within Enterprise & Mid‑Market.
Own and execute the US account expansion strategy, driving increased adoption of TraceLink’s platform across multiple products and use cases.
Partner closely with Product, Product Marketing, and Customer Success to translate product innovation into compelling customer value propositions.
Establish executive‑level relationships within customer and prospect organizations, positioning TraceLink as a strategic supply chain partner, not just a point solution.
Ensure disciplined account planning, including whitespace analysis, value hypothesis development, and multi-year growth plans for top accounts.
Drive accurate forecasting, pipeline management, and QBR execution, with clear visibility into new logo acquisition, renewal and expansion health.
Support complex sales cycles including RFPs, renewals, platform expansions, and enterprise negotiations.
Enable the team to sell outcomes and ROI, particularly around supply chain digitalization, network‑based solutions, compliance, and predictive insights.
Represent TraceLink at industry events, customer meetings, and executive briefings to reinforce thought leadership and customer trust.
Build and sustain a high‑performance, inclusive team culture that prioritizes accountability, learning, and professional growth.
Continuously refine sales processes and methodologies to support product‑led growth and evolving GTM motions.