Sales Account Manager

Role Overview

• Own the post-sale customer relationship for a defined portfolio of accounts, serving as the primary point of accountability for net revenue expansion, retention, and executive alignment
• Build and sustain CxO-level relationships across supply chain, operations, finance, and IT, positioning GAINS as a strategic partner rather than a transactional vendor
• Develop and execute account plans that map customer business objectives to GAINS platform capabilities, define expansion roadmaps, and document measurable value delivery milestones
• Lead solution-based conversations with customers to surface new use cases, unmet needs, and strategic priorities that GAINS can address through expanded deployment or additional modules
• Partner with Customer Success and Professional Services to ensure customers are progressing toward their KPIs and that value delivered is documented, quantified, and communicated at the executive level
• Own the full commercial cycle for expansion opportunities within existing accounts, including deal structure, contract negotiation, and forecast management in Salesforce
• Conduct regular executive business reviews (QBRs and EBRs) to communicate platform value, share industry benchmarks and supply chain trends, and introduce new capabilities aligned to customer priorities
• Manage pipeline health and opportunity progression using MEDDIC, maintaining accurate forecasts and account documentation in Salesforce
• Serve as the internal voice of the customer, providing structured feedback to Product, Customer Success, and Marketing on roadmap gaps, competitive dynamics, and evolving customer needs
• Represent GAINS at customer sites, industry events, and GAINS Summit to deepen executive relationships and strengthen account presence

Requirements

• 7-10 years of experience in enterprise SaaS sales or strategic account management, with a consistent record of quota attainment and net revenue retention across a complex, multi-stakeholder book of business
• Direct experience selling into or managing accounts in supply chain planning, inventory optimization, S&OP, ERP, or adjacent enterprise software categories
• Proven ability to build and maintain CxO and VP-level relationships across supply chain, operations, and finance functions, serving as a credible peer and trusted advisor
• Demonstrated track record of identifying and closing expansion revenue within existing accounts through solution-based selling, including upsells, cross-sells, and expanded platform deployments
• Familiarity with MEDDIC or equivalent sales qualification frameworks, applied to both new opportunity development and renewal and expansion cycles
• Experience managing commercial negotiations including renewals, multi-year agreements, and upsell structures in coordination with finance and legal
• Proficiency with Salesforce for pipeline management, forecast hygiene, account documentation, and opportunity progression
• Excellent communication and executive presentation skills, with the ability to translate platform capabilities and ROI metrics into strategic business language for non-technical audiences
• Bachelor's degree in Business, Supply Chain, or a related discipline; equivalent experience considered

Tech Stack

• ERP

Benefits

• Competitive base salary with uncapped variable compensation tied to retention and expansion performance
• Comprehensive benefits including premium health coverage, generous PTO, and professional development support
• A collaborative, low-bureaucracy culture where great ideas win and results are celebrated