Key Account Manager, Life Sciences- Sensitech

Carrier • Denver, IN

4d • $96,000 - $192,000

About The Position

Sensitech is seeking a Key Account Manager for its Life Sciences sales team. The role owns commercial outcomes and revenue targets across a territory that includes global enterprise accounts and local and mid-market opportunities. The manager adapts account strategy and sales approach to each opportunity, navigating complex, multi-stakeholder enterprise environments while independently managing the full sales cycle for local and mid-market accounts. The position carries a quota and is accountable for building relationships, creating opportunities, and growing the full book of business.

The Key Account Manager reports to the Head of Life Sciences in North America and works closely with Solutions Consultants, Professional Services, Customer Success, and colleagues across global regions. The position develops territory and account plans, manages pipeline and CRM forecasting, negotiates contracts, supports business reviews, RFQs and renewals, and drives new business within existing accounts. It also leads customer discovery, connects solutions to measurable outcomes, supports post-sale adoption, monitors account health, and shares market and customer insights internally.

The role is US-based and requires willingness to travel up to 50%. The annual salary range is $96,000–$192,000, with eligibility for short-term cash incentives subject to plan requirements.

Requirements

• Bachelor's degree.
• At least 3 years of enterprise B2B and/or SaaS sales experience, including territory or account ownership.
• At least 3 years of experience building pipeline, progressing deals, and consistently meeting or exceeding quota.
• US-based and willing to travel up to 50%.

Nice To Haves

• Experience in Life Sciences, Pharma, Medical Devices, Biotech, or Supply Chain Technology.
• Excellent written, verbal, and presentation communication skills, including with C-suite and VP-level stakeholders under time pressure.
• Experience selling clinical trials services in the Life Science space (CDRO or CMO).
• Experience navigating multi-stakeholder enterprise sales cycles lasting 6–18 months.
• Ability to work effectively in globally matrixed organizations and coordinate across internal teams and regional colleagues.
• Strong CRM discipline, using Salesforce or equivalent for pipeline management, forecasting, and account planning.
• Demonstrated ability to manage complex enterprise accounts and a portfolio of local accounts simultaneously.
• Familiarity with supply chain visibility, cold chain, temperature monitoring, or regulatory compliance solutions.
• Experience selling integrated solutions across hardware, SaaS, and services.
• Knowledge of major account and value-based selling methodologies such as Challenger, SPIN, or Miller Heiman.
• Experience managing accounts with stakeholders across multiple global regions.
• MBA is a plus.

Responsibilities

• Own revenue targets across the territory, including enterprise accounts and local and mid-market accounts.
• Develop and execute territory and account plans suited to the complexity and pace of each opportunity.
• Build and manage pipeline, progress deals based on customer outcomes, and maintain accurate CRM forecasts.
• Develop new business within existing accounts by expanding into divisions, buying centers, use cases, and opportunities.
• Lead contract negotiations, business reviews, RFQ responses, and renewals.
• Navigate global enterprise accounts and build trusted relationships with senior decision makers and influencers.
• Coordinate with internal colleagues and regional teams to provide consistent customer experiences across borders.
• Partner with Solutions Consultants to qualify opportunities, advance complex deals, and position suitable solutions.
• Manage the full sales cycle for local and mid-market accounts, from prospecting and discovery through proposal, negotiation, and close.
• Build relationships with regional procurement, logistics, quality, and operations stakeholders to identify opportunities.
• Conduct discovery to understand business problems, quantify impact, and connect solutions to measurable outcomes.
• Adapt communication, solution framing, and business cases to stakeholders' seniority, functions, and cultural contexts.
• Drive product adoption and strategic milestones after the sale with Customer Success and Professional Services.
• Monitor account health and risks, proactively identifying issues and coordinating resources to protect and grow business.
• Share competitive intelligence, market trends, and customer insights with Product, Marketing, and Leadership.
• Represent Sensitech at regional and national industry events and trade shows.
• Ensure a documented transition to Customer Success at close, capturing success criteria and customer context.

Benefits

• Medical, dental, and vision coverage; wellness incentives.
• Retirement benefits.
• Paid vacation days, up to 15 days; paid sick days, up to 5 days; paid personal leave, up to 5 days; paid holidays, up to 13 days; birth and adoption leave; parental leave; family and medical leave; bereavement leave; jury duty leave; military leave; and purchased vacation.
• Short-term and long-term disability.
• Life insurance and accidental death and dismemberment coverage.
• Health Savings Account, Health Care Spending Account, and Dependent Care Spending Account.
• Tuition assistance.
• Short-term cash incentives, subject to plan requirements.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level