Key Account Manager, Life Sciences- Sensitech
About The Position
Sensitech is seeking a high-impact Key Account Manager for its Life Sciences sales team. The role is the commercial owner of a territory spanning global enterprise accounts and local and mid-market opportunities. The Key Account Manager is responsible for territory outcomes and revenue growth, adapting engagement and sales strategies to account complexity and pace. For enterprise accounts, the role works within globally coordinated teams and navigates multi-stakeholder environments across functions and borders. For local and mid-market accounts, the role independently leads the full sales cycle. The position reports to the Head of Life Sciences in North America and partners closely with Solutions Consultants, Professional Services, and colleagues across global regions. The role carries revenue targets and requires strategic selling, disciplined territory management, senior-level relationship building, pipeline development, and quota attainment. The successful candidate will drive growth across the full book of business, expand opportunities within existing accounts, and ensure customers achieve measurable outcomes through Sensitech solutions.
Requirements
- Bachelor's degree.
- At least 5 years of B2B sales experience within Life Sciences, Pharmaceutical, Medical Devices, Biotech, SaaS, or Supply Chain Technology.
- At least 5 years of experience building pipeline, progressing deals, and consistently meeting or exceeding quota.
- Valid driver's license.
- US-based and willing to travel up to 50%.
Nice To Haves
- Excellent written, verbal, and presentation communication skills, including with C-suite and VP-level stakeholders under time pressure.
- Experience selling to stakeholders in Supply Chain, Logistics, Quality, Clinical Operations, Procurement, and Operations.
- Strong CRM discipline using Salesforce or an equivalent system for pipeline management, forecasting, and account planning.
- Experience selling hardware, SaaS, and services.
- Experience navigating multi-stakeholder enterprise sales cycles lasting 6–18 months.
- Demonstrated ability to expand existing accounts into new divisions, geographies, buying centers, or use cases.
- Ability to work effectively in globally matrixed organizations and coordinate across internal teams and regional colleagues.
- Demonstrated ability to manage complex enterprise accounts and a portfolio of local accounts simultaneously.
- Cold-chain, temperature-monitoring, supply-chain visibility, or regulatory/compliance experience is highly desirable.
- Knowledge of major account and value-based selling methodologies such as Challenger, SPIN, or Miller Heiman.
- MBA is a plus.
Responsibilities
- Own revenue targets across the territory, including enterprise accounts and a portfolio of local and mid-market accounts.
- Develop and execute territory and account plans suited to the complexity and pace of each opportunity.
- Build and manage a healthy pipeline, progress opportunities 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 across the territory.
- Navigate global enterprise accounts and their stakeholders across functions, seniority levels, and geographies.
- Build and maintain trusted relationships with senior decision makers and influencers, including C-suite, VP Logistics, and Directors of Supply Chain, Quality, and Commercial and Clinical Operations.
- Coordinate with internal colleagues and regional teams to deliver a consistent customer experience across borders.
- Partner with Solutions Consultants to qualify opportunities, advance complex deals, and position appropriate solutions.
- Own the full sales cycle for local and mid-market accounts, from prospecting and discovery through proposal, negotiation, and close.
- Use a direct and efficient selling approach, presenting relevant Sensitech solutions and a compelling ROI story.
- Build relationships with regional stakeholders in procurement, logistics, quality, and operations to identify and develop opportunities.
- Conduct discovery to identify business problems, quantify impact, and connect solutions to measurable customer outcomes.
- Adapt communication, solution framing, and business cases to stakeholders' seniority, functions, and cultural contexts.
- Drive post-sale product adoption and strategic milestones in coordination with Customer Success and Professional Services.
- Monitor account health and risk, proactively identifying issues and coordinating internal resources to protect and grow business.
- Share competitive intelligence, market trends, and customer insights with Product, Marketing, and Leadership teams.
- Represent Sensitech at key regional and national industry events and trade shows.
- Ensure a smooth, documented transition to Customer Success at close, including 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.
- 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.
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What This Job Offers
Job Type
Full-time
Career Level
Mid Level
