Key Account Manager
About The Position
The Key Account Manager (KAM) is responsible for managing and growing a portfolio of a small number of strategically important, high-value accounts. This role requires deep account ownership, executive engagement, and the ability to drive long-term expansion by aligning Genedata’s solutions to critical customer business outcomes. The KAM serves as the primary commercial lead, responsible for managing relationships across technical, operational, and executive stakeholders, while driving growth and mitigating risk across the account lifecycle. This position reports to the Head of Commercial Excellence and is part of the Sales organization located in Lexington, MA. In this role, you will have the opportunity to: Own commercial strategy and growth for up to five named accounts, developing multi-year account plans aligned to customer priorities and internal revenue targets. Monitor account performance and opportunity areas through whitespace analysis, with clear visibility into account health, risks, competitive threats, and renewal timelines. Drive expansion revenue through upsell, cross-sell, and pipeline-building strategies across each account. Lead complex deal execution including opportunity qualification, pricing, negotiation, and contract close. Build executive relationships and align internal teams to support customer adoption, value realization, renewal success, and long-term retention.
Requirements
- 10+ years of strategic sales experience, with a consistent track record of success in complex, consultative selling environments.
- Experience selling into the pharmaceutical industry, with a strong understanding of the drug discovery and development lifecycle.
- Proven software or SaaS sales experience, ideally within a scientific, technical, or highly regulated market with demonstrated ability to manage complex sales cycles, engage senior executive stakeholders, and build long-term customer relationships.
- BS/BA is required, Scientific background preferred, with a degree in or a related discipline.
- Must be legally authorized to work in the U.S. for any employer
Nice To Haves
- Managing a small number of highly strategic, high-value enterprise accounts.
- Leading executive-level customer conversations centered on ROI and strategic business outcomes.
- Orchestrating cross-functional internal teams to support complex account growth and retention strategies.
Responsibilities
- Own commercial strategy and growth for up to five named accounts, developing multi-year account plans aligned to customer priorities and internal revenue targets.
- Monitor account performance and opportunity areas through whitespace analysis, with clear visibility into account health, risks, competitive threats, and renewal timelines.
- Drive expansion revenue through upsell, cross-sell, and pipeline-building strategies across each account.
- Lead complex deal execution including opportunity qualification, pricing, negotiation, and contract close.
- Build executive relationships and align internal teams to support customer adoption, value realization, renewal success, and long-term retention.
Benefits
- paid time off
- medical/dental/vision insurance
- 401(k)
- bonus/incentive pay
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What This Job Offers
Job Type
Full-time
Career Level
Senior
