Strategic Account Manager

Safety Management Group, LLC•Indianapolis, IN

9d•Remote

About The Position

The Segment Account Manager (SAM) is responsible for driving total revenue growth within an assigned industry segment. This includes personally leading new enterprise logo acquisition, enabling Account Managers and Territory Sales Managers operating within the segment, and maintaining the executive relationships and market intelligence that give SMG a structural advantage in the sector. SAMs bring deep sector expertise and executive presence, positioning SMG as a strategic safety partner at the highest levels of target organizations. Current priority segments are Life Sciences and High Tech, including Semiconductor and Data Center environments. Segment growth is the SAM’s number, and it is a team number. When an Account Manager expands a Life Sciences account or a Territory Sales Manager closes a new logo in the segment, that revenue counts toward the SAM’s segment growth goal. This means the SAM’s role is dual: personal pursuit of new enterprise logos and active enablement of the AM and TS team members operating in the segment. The SAM must flex between leading pursuits directly and positioning others for success depending on where the opportunity sits. SAMs lead complex new-logo pursuits from initial engagement through close, shaping early-stage enterprise strategy and establishing strong account foundations. Once an account stabilizes and transitions into steady-state growth, the SAM formally hands ownership to the Account Manager based on defined transition criteria. Post-transition, SAMs retain responsibility for overall segment growth, market intelligence, and identifying emerging opportunities that inform GTM strategy and Line of Business development. SAMs do not own long-term account expansion post-transition and do not independently negotiate pricing or delivery scope without LOB alignment. Their success is measured at the segment level, not the account level.

Requirements

7+ years of experience in enterprise sales, strategic business development, or senior commercial leadership within Life Sciences, High Tech, industrial, or safety-related environments
Demonstrated track record of acquiring new enterprise logos and leading complex, multi-stakeholder pursuits to close
Proven ability to operate credibly and build trust at the C-suite and executive level, with the presence and communication skills that senior client relationships require
Deep understanding of construction and general industry safety practices, regulatory frameworks (OSHA, ISO 45001, etc.), and the operational realities of high-hazard environments; Life Sciences or semiconductor/data center safety experience is a meaningful differentiator
Experience enabling or leading a commercial team, with an understanding of how to create conditions for others to succeed within a segment or territory
Experience with services-based business models and project-based delivery environments where solution design and delivery alignment are closely linked
Familiarity with structured enterprise sales methodologies (e.g., MEDDPICC) and disciplined pipeline management practices
Experience using CRM platforms (Salesforce preferred) and sales enablement tools (e.g., Gong)
Bachelor’s degree in business, safety, construction management, life sciences, or a related field preferred
Relevant safety certifications (CSP, ASP, CHST, OSHA 30, etc.) are a plus and meaningfully strengthen executive credibility in target markets
Executive presence: the ability to command the room, build trust quickly at senior levels, and represent SMG as a peer to client leadership, not a vendor
Sector fluency: deep enough expertise in Life Sciences and High Tech environments to lead insight-driven conversations that establish credibility before a solution is ever proposed
Hunter mentality: a genuine orientation toward finding, building, and closing new enterprise opportunities, with the discipline and resilience that long-cycle pursuit requires
Orchestration: the ability to flex between leading personally and enabling others, knowing when to step in and when to step back so that the segment performs as a whole
Strategic thinking: the ability to map complex organizations, identify the right entry points, shape account strategy, and align SMG capabilities to client priorities in a way that creates competitive separation
Commercial maturity: a working command of pricing, scope, margin, and delivery alignment, and the judgment to know when to engage LOB Directors before commitments are made
Communication excellence: strong written and verbal skills with the ability to lead high-stakes client conversations, executive presentations, and complex proposal narratives
Collaborative leadership: the ability to mobilize internal resources across Sales, LOB Directors, and Operations without direct authority, keeping pursuits moving and aligned
Pipeline discipline: high ownership of segment-level pipeline health, with consistent Salesforce hygiene and a clear-eyed view of pursuit stage, velocity, and risk across both personal and team activity
Adaptability: comfort with ambiguity, early-stage relationship building, and the longer sales cycles that enterprise new-logo pursuit requires

Nice To Haves

Life Sciences or semiconductor/data center safety experience is a meaningful differentiator
Relevant safety certifications (CSP, ASP, CHST, OSHA 30, etc.) are a plus and meaningfully strengthen executive credibility in target markets

Responsibilities

Own total segment revenue growth, including personal new-logo acquisition and the collective performance of AMs and TS roles operating within the segment
Develop and maintain a segment growth strategy aligned to SMG’s GTM priorities, with current focus on Life Sciences and High Tech (Semiconductor and Data Centers)
Track market trends, regulatory developments, competitive dynamics, and emerging opportunity areas within the assigned sector
Provide market intelligence and go-to-market input that informs Line of Business development, service line positioning, and SMG’s broader growth strategy
Personally lead new enterprise logo acquisition within the assigned segment, targeting organizations with complex, multi-site safety and risk management needs
Build and sustain executive-level relationships within target accounts, including C-suite, VP, and senior operational leadership, establishing SMG as a trusted strategic partner before a formal opportunity is defined
Lead the full pursuit lifecycle: segment strategy, stakeholder mapping, executive engagement, solution development in partnership with LOB Directors, proposal leadership, and close
Establish strong account foundations during the initial engagement period, ensuring clients experience early value, clear delivery expectations, and confidence in SMG’s capabilities
Execute formal account transitions to Account Managers based on defined criteria, maintaining executive relationship continuity and client confidence through the handoff
Enable Account Managers and Territory Sales Managers operating within the segment to succeed, recognizing that their wins count toward segment growth
Flex between leading pursuits personally and positioning AM or TS team members for success based on account size, complexity, and stage of relationship
Provide sector context, executive access, and strategic framing that helps AMs and TS roles compete more effectively within the segment
Serve as the segment’s senior commercial resource, available to support pursuit strategy, executive conversations, and proposal development across the team
Maintain a disciplined new-logo pipeline in Salesforce with clear visibility to opportunities, pursuit stage, timelines, and revenue impact across the segment
Partner with LOB Directors to validate scope, pricing, and delivery approach prior to any client commitment
Leverage Gong and other tools to improve pursuit effectiveness and the quality of executive client engagement