Key Account Manager

Registrar Corp•Hampton, VA

11d•Remote

About The Position

Key Account Manager Remote | Full-Time | Base: $120k | OTE: $240k+ (Uncapped Commission) Join a mission-driven team that's transforming global compliance. Registrar Corp’s mission is to promote consumer health and safety by providing over 35,000 food, cosmetic, medical device, and drug clients in 180 countries with compliance software and services. We're a fast growing team spanning 21 offices worldwide and always looking for talented and dedicated professionals to join us. The Key Account Manager (KAM) is responsible for driving logo retention and revenue growth across an assigned portfolio of customer accounts by building cross-functional relationships, increasing Net Revenue Retention (NRR) through Upsells and cross-sells, expanding product adoption, and ensuring long‑term customer value. In addition, this role owns a defined list of prospect accounts and is accountable for generating new SaaS revenue through strategic outreach, consultative selling, and solution alignment. This quota‑carrying role is critical for driving Registrar’s commitment to delivering exceptional customer experiences and requires strong commercial acumen, customer management expertise, and the ability to navigate complex buying organizations. If you are passionate about creating exceptional client experiences while improving America’s food supply chain and ensuring product safety, this may be the job for you!

Requirements

7+ years of experience in account management, sales, or customer-facing SaaS roles with proven quota achievement.
Demonstrated success in driving NRR growth, upsells, and expansions in subscription‑based businesses.
Experience working with large Food and Beverage brands, keenly focused on CPG, Retail and Distiribution
Strong experience selling SaaS to mid‑market or enterprise customers
Exceptional discovery, communication, and executive‑level presentation skills.
Ability to manage multiple complex accounts and sales cycles simultaneously.
CRM proficiency (Salesforce or similar).
Strategic thinker with a proactive, ownership-oriented mindset

Responsibilities

Customer Revenue Growth & NRR Expansion:
Own a portfolio of assigned customers and proactively manage all commercial activities to increase Net Revenue Retention (NRR).
Identify and execute upsell, cross‑sell, and expansion opportunities within existing accounts.
Develop account growth plans, including multiyear revenue strategies aligned to customer business priorities.
Conduct regular business reviews (EBRs/QBRs) focused on value realization and future opportunities.
Partner with service and product teams to ensure customer satisfaction, product adoption, and renewal readiness.
Forecast expansion and renewal revenue accurately and manage risk within account base.
New Business Acquisition (Named Prospects)
Own a targeted list of named prospect accounts and drive new SaaS revenue generation from first touch to contract signature.
Conduct outreach, discovery, and solution positioning to convert prospects into active customers.
Build relationships with key decision‑makers and influence buying processes across multiple levels of the organization.
Collaborate with Marketing on campaigns and lead‑generation initiatives.
Relationship Management
Serve as the primary commercial point of contact for assigned customers and prospects.
Build strong, trust‑based relationships with executives, functional leaders, and end users.
Act as a strategic advisor, helping customers align internal objectives with the company’s SaaS solutions.
Partner cross-functionally with Product, Client Services, Marketing, and Finance to deliver a seamless customer experience.
Provide customer and market insights that inform product roadmap priorities.
Champion process optimization: Identify and implement creative solutions to streamline processes, reduce costs, and enhance efficiency.