Senior Account Manager

Summary

Join KPA's growing sales team as a Senior Account Manager and contribute to top-line revenue growth. You will be responsible for identifying and closing new sales opportunities within our existing client base, focusing on selling our EH&S compliance software and services. This role requires a deep understanding of business needs and the ability to develop and execute comprehensive account plans. You will manage the full sales cycle, from opportunity generation to contract signature, and collaborate with internal teams. Success in this role demands ambition, problem-solving skills, agility, and strong communication abilities. KPA offers a competitive compensation package and a hybrid, remote-first work model.

Requirements

• 5-10 years of full cycle sales experience, specifically in a B2B SaaS environment
• Possess Grit, Discipline, and Competitive Drive to achieve results (and a track record to back it up)
• Discovery skills: can lead a conversation to uncover pain points, strong intellectual curiosity to uncover why buyers will buy and how to leverage that information
• Presentation skills: can connect the dots and clearly communicate how the solution solves the customers’ pain points
• Proficient working with modern tools and technologies, for example Salesforce, ZoomInfo, LinkedIn Sales Navigator, etc. as well as MS Office suite (including Outlook, Word, Excel and PowerPoint)
• Positive attitude and a team player
• Professional appearance and executive presence

Responsibilities

• Establish relationships with senior leadership
• Develop a deep understanding of the business needs and work to understand how KPA’s product offerings could help them accomplish those needs
• Develop and execute a comprehensive account plan
• Create business plans that focus on expansion through both upsell and cross-sell and then vigorously execute against that business plan
• Build and maintain a pipeline that is 4x annual quota target taking into account that many of these expansions might have longer than normal sales cycles
• Effectively manage the full sales-cycle which, in this case, starts with opportunity generation, executive buy-in, and contract signature
• Prioritize opportunities and coordinate internal KPA resources to provide the best client experience
• Use Salesforce to continuously update and maintain active deals for pipeline management, daily activity, and sales forecasting
• Rapidly become proficient in the value proposition of KPA’s offering and demonstrate the ability to deliver that message in person, via webinar, and by phone
• Actively participate in team meetings, share best practices, and maintain a positive, team player attitude – motivating others as necessary
• Collaborate cross-functionally with Marketing, SDRs, Product, Implementation, and Executive Team to maximize sales pipeline, bookings and provide feedback into long-term KPA strategy

Preferred Qualifications

• Experience selling into the manufacturing, construction, transportation, and/or energy industries a plus
• Experience selling a more complex sales cycle that involves the C-Suite

Benefits

• Base Salary Range of 90-100k
• Annual On Target Earnings of 180-200k
• Hybrid, remote-first work model
• Medical, Dental, Vision
• Flexible Spending Accounts
• PTO
• Paid and Floating Holidays
• 401k with Company match and immediate vesting
• Company-funded Life Insurance
• Employee Assistance Programs
• Mental Health Benefits
• Pet Insurance