VP Key Accounts (KAM)

Zones LLC. • Seattle, WA

6d • $250,000 • Remote

About The Position

The Vice President of Key Account Management (KAM) is a senior commercial leader responsible for developing and executing the global strategy for the company’s most strategic customers. This role oversees the full lifecycle of key account engagement—from executive relationship development and contract strategy to revenue expansion, retention, and long‑term value creation. The VP KAM leads a high‑performing team of Key Account Directors/Managers and ensures consistent, customer‑centric execution across regions and business units.
This role requires a strategic thinker with strong commercial acumen, exceptional stakeholder‑management skills, and a proven ability to grow complex, multinational accounts.

Requirements

• 12+ years of experience in strategic account management, enterprise sales, or commercial leadership roles.
• Proven track record of managing and growing large, complex, multinational accounts.
• Experience leading distributed teams across multiple regions or business units.
• Strong executive presence with the ability to influence C‑suite stakeholders.
• Deep commercial acumen, including contract strategy, negotiation, and financial modeling.
• Data‑driven mindset with strong command of forecasting, account planning, and performance analytics.
• Excellent communication, relationship‑building, and stakeholder‑management skills.
• Bachelor’s degree required; MBA or equivalent experience preferred.
• A strategic, long‑term thinker with strong commercial instincts.
• A relationship‑driven leader who excels at building trust with senior executives.
• A disciplined operator who brings structure, rigor, and predictability to account management.
• A collaborative partner who aligns cross‑functional teams around customer outcomes.
• A growth‑oriented leader who balances customer value with business performance.

Responsibilities

• Strategic Account Leadership
• Define and execute the global Key Account Management strategy aligned with corporate growth objectives.
• Develop multi‑year account plans for top strategic customers, including revenue targets, expansion opportunities, and risk mitigation strategies.
• Serve as the executive sponsor for major accounts, building trusted relationships with C‑suite and senior decision‑makers.
• Revenue Growth & Commercial Strategy
• Own revenue performance across key accounts, ensuring consistent growth, retention, and upsell/cross‑sell execution.
• Lead strategic negotiations, renewals, and long‑term commercial agreements.
• Identify new business opportunities within existing accounts, including product adoption, geographic expansion, and solution integration.
• Team Leadership & Organizational Development
• Build, mentor, and scale a high‑performing KAM organization across multiple regions.
• Establish best‑in-class account management methodologies, playbooks, and governance frameworks.
• Drive a culture of accountability, customer advocacy, and continuous improvement.
• Cross‑Functional Collaboration
• Partner with Sales, Product, Marketing, Customer Success, Finance, and Operations to ensure seamless delivery and alignment with customer needs.
• Provide customer insights to influence product roadmap, service enhancements, and strategic initiatives.
• Ensure internal teams are aligned on account priorities, risks, and growth strategies.
• Operational Excellence & Performance Management
• Oversee forecasting, pipeline management, and account health reporting for key accounts.
• Ensure CRM accuracy, account planning discipline, and data‑driven decision-making.
• Monitor KPIs across retention, expansion, customer satisfaction, and revenue performance; implement corrective actions as needed.
• Customer Advocacy & Executive Engagement
• Represent the voice of strategic customers internally, ensuring their needs are prioritized and addressed.
• Lead executive business reviews, strategic planning sessions, and long‑term partnership discussions.
• Strengthen customer loyalty and position the company as a trusted, indispensable partner.

Benefits

• Zones offers a comprehensive Benefits package
• Our team members enjoy a variety of comprehensive benefits, including medical, dental and vision coverage, life insurance, disability insurance, voluntary accident, hospitalization and critical illness insurance options, a 401(k) plan with matching provision, and many more.
• Generally, Zones currently offers paid time off and personal sick leave in compliance to individual state requirements.

What This Job Offers

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