Key Account Manager, Life Sciences

Role Overview

• 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
• 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
• Own the full sales cycle on local and mid-market accounts within your territory — from prospecting and discovery through proposal, negotiation, and close
• 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
• Monitor account health and risk across your territory, proactively identifying issues and orchestrating internal resources to protect and grow the business
• Capture and share competitive intelligence, market trends, and voice-of-customer insights from across your territory with Product, Marketing, and Leadership teams

Requirements

• Bachelor's Degree
• 3+ Years of enterprise B2B and/or SaaS sales experience, including territory or account ownership
• 3+ Years of Experience building pipeline, progressing deals, and consistently meeting or exceeding quota
• US-based; willingness to travel up to 50%
• Experience in Life Sciences, Pharma, Medical Devices, Biotech, or Supply Chain Technology
• Excellent communication skills: written, verbal, and presentation, including with C-suite and VP-level stakeholders under time pressure
• Experience with selling clinical trials services in the Life Science space (CDRO or CMO )
• Experience navigating multi-stakeholder, 6–18 month enterprise sales cycles
• Ability to work effectively within globally matrixed organizations, coordinating across internal teams and regional colleagues to drive account outcomes
• Strong CRM discipline — Salesforce or equivalent — for pipeline management, forecasting, and account planning
• Demonstrated ability to manage both complex enterprise accounts and a portfolio of local accounts simultaneously
• Familiarity with supply chain visibility, cold chain, temperature monitoring, or regulatory compliance solutions
• Experience selling integrated solutions across hardware, SaaS, and services
• Knowledge of major account and value-based selling methodologies (Challenger, SPIN, Miller Heiman, or similar)
• Experience managing accounts with stakeholders across multiple global regions
• MBA a plus

Benefits

• Health Care Benefits : Medical, Dental, Vision; Wellness incentives
• Retirement Benefits
• Time off and Leave : Paid vacation days, up to 15 days; paid sick days, up to 5 days; paid personal leave, up to 5 days; paid holidays, up to 13 days; birth and adoption leave; parental leave; family and medical leave; bereavement leave; jury duty leave; military leave; purchased vacation
• Disability : Short-term and long-term disability
• Life Insurance and Accidental Death and Dismemberment
• Tax-Advantaged Accounts: Health Savings Account; Health Care Spending Account; Dependent Care Spending Account
• Tuition Assistance