Enterprise Account Manager

MasterControl•Salt Lake City, UT

About The Position

As an Enterprise Account Manager focused on life sciences manufacturing, you’ll play a pivotal role in expanding our footprint across existing pharmaceutical, biotech, and CDMO customers. Your mission: turn initial wins into enterprise-wide transformation. You’ll deepen relationships within global manufacturing networks — expanding site-by-site adoption, driving cross-sell of our MES, QMS, AI and analytics solutions, and helping customers realize measurable business value from their investment in the MasterControl platform. This is not a transactional renewals role — it’s a strategic growth position designed for consultative sellers who understand the language of manufacturing efficiency, digital maturity, and regulatory excellence in highly regulated environments.

Nice To Haves

7+ years of account management or enterprise sales experience in life sciences software with a specific focus on MES / manufacturing systems.
Data-driven communicator — able to quantify business value through analytics and KPIs.
Ability to create customer engagement moments – like QBRs – that create more senior stakeholder engagement.
Host dinners and manage special events.
Experience managing large, matrixed global accounts with multiple business units or sites.
Strong understanding of pharma manufacturing, CDMO operations, and CGT processes — especially around batch manufacturing, compliance, production efficiency, and data visibility.
Proven track record of penetrating enterprise accounts through multi-site expansion strategies.
And product cross-sell, upsell to existing sites."
Continuous learner — eager to stay at the forefront of digital transformation in life sciences.
Executive presence and ability to navigate C-level discussions in manufacturing, QA/RA, and IT.
Strategic, relationship-driven mindset — capable of balancing short-term wins with long-term account growth.
Familiarity with digital manufacturing platforms (MES/ERP), other GxP solutions like QMS, LIMS, and cloud adoption models.
Ability to work non-standard hours on occasion, when necessary.
Ability to operate a computer and work at a desk for extended periods of time.

Responsibilities

Work in an Enterprise Pod together with an Enterprise Account Executive to close new and expansion business.
Drive site-by-site expansion of MasterControl solutions across existing enterprise customers in pharma, biotech, MedTech and CDMO segments.
Identify new opportunities for platform growth — leading with Mx. All other solutions considered supporting, including QMS, AI, Manufacturing Intelligence, and Data Insights modules.
Partner with executive sponsors and site leaders to develop and execute digital manufacturing roadmaps.
Engage in quarterly business reviews (QBRs) highlighting ROI, adoption success, and performance metrics to justify expansion.
Collaborate with Customer Success and Professional Services to ensure customer outcomes translate into expansion momentum.
Maintain clear visibility into expansion and upsell pipeline, ensuring accurate forecasting for renewals and growth.
Track progress against key expansion metrics such as site activation rate, module adoption, and customer lifetime value (CLV).
Leverage data and analytics to demonstrate operational and compliance improvements, building business cases for additional sites or modules.
Act as a trusted advisor helping customers move from digitization to true operational excellence.
Collaborate on high-impact, relationship-building programs like VIP events and executive roundtables, including prospect identification, personalized invitations, content input, and strategic follow up
Partner with Solution Consultants, Product Management, and Marketing to position next-generation capabilities (e.g., AI-driven insights, connected shop floor, analytics).
Work hand-in-hand with Enterprise Sales on strategic account planning to ensure seamless coordination between new business and expansion efforts.
Keep objectives updated in Salesforce.
Partner closely with marketing to develop personalized, 1:1 account based strategies, aligning outreach to each account's unique needs
Leverage the full marketing toolkit - including content, tactics, and campaigns - to customize outbound motions, guided by deep account knowledge and buying group dynamics
Participate in regular pipeline and feedback reviews with marketing to share insights, optimize programs, and ensure continuous alignment across joint sales and marketing efforts

Benefits

Competitive compensation
100% medical premium coverage (yes, you read that right!)
401(k) plan with company match
Generous PTO packages that increase with tenure
Schedule flexibility
Fitness clubs (you get paid to have fun and be active!)
Company parties and employee recognition programs
Wellness programs (free Fitbit, gym membership and athletic shoe reimbursements, etc.)
Onsite physician and massage therapist
Innovation center and gaming rooms at the office
Dental/vision plans
Employer paid life insurance policy
Much, much more!