The posting
About This Role
Sensitech is looking for a high-impact Key Account Manager to join our Life Sciences sales team. This is not a standard account management role — you are a commercial owner responsible for driving growth across a dynamic territory that spans global enterprise accounts and local and mid-market opportunities, each requiring a different level of engagement, selling motion, and stakeholder strategy.
On enterprise accounts, you operate within a globally coordinated team, navigating complex, multi-stakeholder environments across borders and functions. On local accounts, you move with speed and efficiency, leading the full sales cycle independently. You know when to go deep and when to move fast — and you're equally effective at both. You are a strategic seller and a disciplined territory manager. You build relationships at the senior level, create opportunities where others see status quo, and drive growth across your full book of business. You carry quota and you hit it.
Reporting to the Head of Life Sciences in North America and working in close partnership with Solutions Consultants, Professional Services, and colleagues across global regions, you are the commercial owner for your territory and accountable for its outcomes.
Why This Role
You'll carry real ownership — a territory that spans the complexity of global enterprise accounts and the agility of local market deals. You'll be backed by a 30-year market leader with a growing SaaS platform, a strong internal team of specialists as your partners, and a globally coordinated organization that supports your success. If you want a role where your results are visible, your relationships matter, and your territory is yours to build — this is it.
What You’ll Do
Territory & Account Ownership
- Own revenue targets across your full territory, including enterprise accounts and a portfolio of local and mid-market accounts
- Develop and execute territory and account plans that reflect the complexity and pace of each opportunity — from long, multi-stakeholder enterprise cycles to faster, direct local deals
- Build and manage a healthy pipeline across your full book of business, with clear progression tied to customer outcomes and accurate CRM forecasting
- Drive new business development within existing accounts — expanding into new divisions, buying centers, use cases, and opportunities
- Lead contract negotiations, business reviews, RFQ responses, and renewals across your territory
Enterprise Account Engagement
- Navigate complex, global enterprise accounts with multiple 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 effectively with internal colleagues and regional teams to deliver a consistent, high-quality customer experience across borders
- Partner closely with Solutions Consultants to qualify opportunities, advance complex deals, and ensure the right solution is positioned for each customer need
Local & Mid-Market Account Management
- Own the full sales cycle on local and mid-market accounts within your territory — from prospecting and discovery through proposal, negotiation, and close
- Apply a direct, efficient selling approach, leading with the most relevant Sensitech solutions and a clear, compelling ROI story
- Build relationships with regional stakeholders across procurement, logistics, quality, and operations to identify and develop opportunities proactively
Customer Engagement & Value Creation
- Run discovery that uncovers the real business problem, quantifies the impact, and connects Sensitech's solutions to measurable customer outcomes
- Adapt your communication style, solution framing, and business case approach to resonate with diverse stakeholders across seniority levels, functions, and cultural contexts
- Understand how culture and regional business norms influence buying decisions and tailor your approach accordingly
- Drive product adoption and achievement of strategic milestones post-sale in coordination with Customer Success and Professional Services
- Monitor account health and risk across your territory, proactively identifying issues and orchestrating internal resources to protect and grow the business
Cross-Functional Contribution
- Capture and share competitive intelligence, market trends, and voice-of-customer insights from across your territory with Product, Marketing, and Leadership teams
- Represent Sensitech at key regional and national industry events and trade shows
- Ensure a smooth, well-documented transition to Customer Success at close, with success criteria and customer context clearly captured
Required Qualifications
- Bachelor's Degree
- 5+ years of B2B sales experience within the Life Sciences, Pharmaceutical, Medical Devices, Biotech, SaaS, or Supply Chain Technology industry
- 5+ years of experience building pipeline, progressing deals, and consistently meeting or exceeding quota
- Valid Driver’s License
- US-based; willingness to travel up to 50%
Preferred Qualifications
- Excellent communication skills: written, verbal, and presentation, 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 — Salesforce or equivalent — for pipeline management, forecasting, and account planning
- Experience selling hardware + SaaS + services
- Experience navigating multi-stakeholder, 6–18 month enterprise sales cycles
- Demonstrated ability to expand existing accounts into new divisions, geographies, buying centers or use cases
- Ability to work effectively within globally matrixed organizations, coordinating across internal teams and regional colleagues to drive account outcomes
- Demonstrated ability to manage both 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 (Challenger, SPIN, Miller Heiman, or similar)
- MBA a plus
