Key Account Manager

The Key Account Manager (KAM) owns developing strategic customer relationships with a portfolio of high-value accounts with accountability for account expansion, executive alignment, customer outcomes, and long-term account value creation. The KAM operates as the CEO of their assigned accounts, ensuring customers achieve measurable business outcomes while maximizing Net Revenue Retention (NRR), expansion ARR, product adoption, and referenceability.Role Objectives1. Drive Expansion GrowthIdentify, develop, and close expansion opportunitiesMeasures:Expansion ARRUpsell / Cross-sell PipelineNRR ContributionProduct Attach RateWallet Share Growth2. Deliver Customer Business OutcomesEnsure customers realize measurable operational and financial valueMeasures:Customer Health ScoresOutcome AchievementAdoption / UtilizationTime-to-ValueExecutive Satisfaction3. Build Executive-Level RelationshipsEstablish trusted advisor status across customer leadership teamsMeasures:Executive Sponsor CoverageMulti-threaded RelationshipsReferenceabilityQBR & EBR participationKey ResponsibilitiesAccount Strategy & PlanningDevelop and maintain multi-year strategic account plansBuild account growth strategies aligned to customer business prioritiesMap customer organizational structures, buying centers, and influencersIdentify whitespace opportunities and competitive threatsPartner with Customer Success Team to execute quarterly and annual account reviewsRevenue Growth & Commercial OwnershipOwn commercial strategy for assigned accountsGenerate expansion pipelineOwn large expansion opportunities within renewal cyclesNegotiate pricing, commercial terms, and contract structuresCustomer Relationship DevelopmentServe as commercial relationship ownerBuild trust across operational, IT, business, and executive stakeholdersPartners with CS Manager to plan and drive executive business reviews (EBRs/QBRs)Escalation accountable for critical customer issuesCoordinate internal executive engagement to drive customer outcomesRequirementsEducationBachelor's degree requiredProfessional Experience6+ years enterprise SaaS / technology account management experienceProven success managing and growing large strategic accountsExperience with Supply Chain application software including Fleet Management SaaS solutionsExperience with:Subscription / recurring revenue modelsComplex stakeholder environmentsContract negotiationsExpansion pipeline development and managementExecutive selling / advisory engagementCore CompetenciesCommunication:Capable of communicating with and presenting to allstakeholder classes and can adapt accordingly, demonstrategenuine empathy, listening skills and commitment to customersuccessProduct & Industry Credibility:Commitment to genuinely understand WA product and ROIdrivers, use cases and roadmap. Continuous learner that’scurious about customer end markets, trends and ensuringclients are leveraging platform to achieve greater value.Commercial Acumen:Revenue growth, pricing, negotiationStrategic Thinker & Trusted Advisor:Commits to learning customers business model & industry sothey can position WA as a strategic solution addressing keyoperational challenges, proactive developing plans to achievecustomer goals.Cross-Functional Collaboration:Effective championing needs of customer and responsiblyrallying teams to problem solve and remove barriers. Assumesownership and accountable facilitating outcomes for customersvs. “not my job” mentalityData Mindset & ROI driven:Analytical thinker that consistently translates product usage intotangible financial value and can articulate ROI to executivestakeholders.Profile of a High-Performing Senior KAMA top-performing KAM demonstrates the following key attributes:Thinks like a business operator, not an order takerBuilds trusted advisor credibility with key stakeholders and executivesBalances customer advocacy and commercial disciplineUses data, industry expertise, and consultative skills to shape outcomesCreates repeatable expansion motions inside strategic accountsAnticipates risk before churn signals emergePartners with Customer Success, Product, Marketing and Finance to advocate on behalf of the customer to achieve value driven outcomesBenefitsCompensation: $95K - $110K USD, depending upon experience and locationUnlimited PTO: Use your paid time off when you need itSubsidized Healthcare: A variety of subsidized medical plans to fit your needsRetirement Support: 401(k) matching to help you invest in your future.Family Friendly: Paid parental leave and caregiver supportGrowth & Development: Professional development plans and resources to support continuous learning.Even if you don't meet every single requirement, we encourage you to apply - Whip Around is a place for learning, growth and building what's next. Following your application, a member of the Whip Around team will be in touch. If you have any accessibility requirements you can then let us know, so we can assist throughout the process. We part