Role: Key Account Manager
FLSA: Full Time | Exempt | Salaried
Reports to: Director of Account Management
Trustwell is looking for ambitious, energetic problem-solvers who enjoy a fast-paced team environment filled with challenges and career growth opportunities in a rapidly growing tech firm. Successful Account executives are energized by winning new logos and selling into new markets. They have the heart of a servant and always act with integrity and commitment toward a common goal of excellence. Read on to discover how to pursue career opportunities with us. Trustwell offers, great pay, great benefits, and a great place to work.
Trustwell, headquartered in Beaverton Oregon, is nationally recognized as the leading developer of nutritional analysis and labeling software and databases for top food manufacturers, food professionals, and dietitians for over 35 years. Trustwell has recently partnered with Riverside Company as a prized investment of Riverside’s high-powered Microcap fund; A world-class sponsor with over $7 billion in assets under management and a best-in-class track record of scaling mid-sized companies, that will propel further growth into the future.
Scope of Position: The Key Account Manager will oversee a portfolio of 50-100 Enterprise-level client accounts, with a primary focus on contract renewals, upselling, cross-selling, and revenue growth. This role requires building and nurturing long-term customer relationships at all levels within large, often complex organizations, including executive-level stakeholders, project sponsors, and system administrators.
To excel in this role, you must have:
- Proven experience driving renewals, upsells, and cross-sells, meeting, and exceeding revenue targets with contract sizes of at least $500K in ARR.
- A deep understanding of building and managing sales pipelines, strategic account planning, and leveraging product expertise to achieve customer success.
- Strong self-starter qualities with the ability to navigate complex organizations, build relationships with decision-makers, and identify growth opportunities.
- You must be an excellent team player that can collaborate with cross-functional teams—including Customer Success, Product, and Finance—to deliver exceptional service and ensure customers derive maximum value from our software solutions.
Essential Duties & Responsibilities including but not limited to:
- Account Management: Oversee a portfolio of 50–100 accounts, ensuring timely renewals and identifying upsell/cross-sell opportunities. Maintain account plans, manage pipelines, and achieve sales goals using CRM tools. Resolve customer issues to enhance satisfaction and value.
- Relationship Building: Build strong relationships with executive stakeholders across departments. Conduct business reviews to gather feedback and identify growth opportunities.
- Strategic Planning: Provide industry-driven strategic guidance to help customers achieve business objectives. Stay updated on food industry trends to position Trustwell as a key partner.
- Collaboration: Work with internal teams (Customer Success, Professional Services, Product, Finance) to address customer needs and drive account health.
- Revenue Growth: Meet or exceed revenue goals through upselling, cross-selling, and tailored proposals demonstrating ROI.
- Performance & Reporting: Track account metrics, including renewals, revenue, and customer satisfaction. Deliver accurate forecasts and regular updates to leadership.
- Continuous Learning: Stay informed on product updates, industry trends, and best practices through training and collaboration; both internally and externally.
- Additional Contributions: Address client requests, assist with urgent issues, and support customer experience initiatives. Contribute to case studies and testimonials as needed. Other duties as directed and/or assigned.
Required Skills/Abilities:
- Account Management and Sales Expertise: Demonstrated success managing renewals, upsells, and cross-sells for enterprise accounts, with a record of accomplishment of hitting or exceeding revenue goals.
- Emotional Intelligence & Relationship Building: Strong interpersonal skills, empathy, and the ability to build trust with clients at all levels, from executives to end-users.
- Executive Engagement: Skilled at building relationships with senior executives and navigating complex organizational structures.
- Negotiation & Conflict Resolution: Skilled in managing difficult conversations, overcoming objections, and negotiating mutually beneficial terms while maintaining long-term relationships.
- Adaptability & Problem Solving: Skilled at handling objections, resolving customer issues, and developing creative solutions in a dynamic, fast-paced environment.
- Attention to Detail & Organization: Strong organizational skills to manage multiple accounts, track renewals, upsell opportunities, and ensure accurate, timely execution of tasks.
- Customer-Centric Mindset: Proactive in understanding and addressing customer needs, anticipating challenges, and delivering tailored solutions to drive satisfaction and growth.
- Strategic Thinking & Business Acumen: Ability to think strategically, understand business drivers, and identify opportunities for account growth, while aligning customer needs with company offerings.
- Contract Management: Experience managing large, multi-layered contracts, ensuring accuracy and alignment with both customer and company objectives.
- Industry Knowledge: Familiarity with challenges and trends in the food industry is a plus.
Education/Experience:
- Bachelor’s degree in business, marketing, management, or a related field; required. MBA Preferred.
- 5-7 years of experience managing enterprise accounts with $500M+ ARR; required.
- Proven experience hitting and exceeding renewal and new revenue goals in a B2B environment; required.
- Experience in selling and negotiating at the executive level.
Total Rewards Package:
- Full healthcare benefits, including medical, dental, and vision.
- Supplemental benefits, including STD, LTD, HSA, 401k, etc.
- Responsible Time Off (PTO) + Holiday Pay
- Excellent culture, growth opportunities, plus much more...
- The anticipated On-Target Earnings (OTE) for this role is upward of $225k/annually. This includes base + variable. Subject to change based on company's variable compensation plan(s).
What to expect - the Hiring Process!
- Interview with Human Resources
- Interview with Director of Account Management
- Interview with Chief Customer Officer
- Potential Peer Interview & Hiring Assessment
- Offer of Employment (Background Screening/References)
Hiring Eligibility: This is a fully remote position open to candidates located anywhere within the United States. Eligibility to work remotely is subject to company policy and applicable state laws. Candidates must have work authorization to work for any U.S. based employer. Please note that certain benefits, taxes, or employment terms may vary by state.
Trustwell is an equal employment opportunity employer committed to hiring and retaining a diverse workforce. Applicants receive fair and impartial consideration without regard to race, sex, sexual orientation, gender identity, color, religion, national origin, age, disability, veteran status, religion, or other legally protected class. If you need accommodation for any part of the employment process due to a medical condition, or any disability, please contact a member of our human resources team. #LI-DG1
Acceptable Background and References Required; Upon any conditional offers made by Trustwell.
Equal Opportunity Employer/ DFWP/ Affirmative Action
CompensationDOE | Base + Variable
