Sales Account Manager

🕒 il y a 24 jours

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GAINS

Site WebLinkedInTous les Emplois

51 - 200 employés

☁️ SaaS

🤖 Intelligence artificielle

🏢 Entreprise

💰 Private Equity Round en 2020-07

SaaS • Artificial Intelligence • Enterprise

GAINS est une entreprise spécialisée dans l'optimisation de la performance de la chaîne d'approvisionnement, offrant des solutions innovantes pour améliorer la planification et les opérations de la chaîne d'approvisionnement. Leur plateforme de premier ordre intègre et transcende les systèmes ERP traditionnels, permettant une prise de décision intégrée allant de la conception stratégique à l'exécution des commandes. GAINS propose des outils pour la planification de la demande, l'optimisation des stocks, la planification du réapprovisionnement, et plus encore, utilisant des technologies avancées comme l'IA et l'apprentissage automatique pour améliorer la précision des prévisions et réduire les coûts. Leur accent sur des résultats rapides et une amélioration continue aide les entreprises à gérer la volatilité et à optimiser la performance de la chaîne d'approvisionnement, améliorant ainsi les bénéfices et la satisfaction des clients.

Description

• 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

🎯 Exigences

• 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

🏖️ Avantages

• 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