Key Account Director
About the role
Blue Yonder is seeking a high-performing Key Account Director to grow and expand strategic relationships within our Grocery and Convenience customer portfolio. This role is responsible for driving revenue growth through upsell, cross-sell, and expansion opportunities within existing Blue Yonder accounts. The ideal candidate has a proven track record selling enterprise SaaS solutions to large retailers, building executive relationships, and developing strategic account plans that deliver measurable business outcomes. Experience selling supply chain, merchandising, planning, inventory, or analytical and optimization-based solutions is strongly preferred.
Location: US-Remote with the ability to travel up to 50%.
Responsibilities
- Own and execute the growth strategy for a portfolio of strategic Grocery and Convenience customers.
- Identify, develop, and close expansion opportunities across the Blue Yonder solution portfolio.
- Build trusted advisor relationships with business and technology executives, including C-suite stakeholders.
- Develop account plans, customer roadmaps, and growth strategies that align with client business objectives.
- Manage complex sales cycles from opportunity identification through contract execution.
- Collaborate with Customer Success, Solution Engineering, Services, Product Management, and Leadership teams to maximize customer value and revenue growth.
- Maintain an accurate sales pipeline and provide reliable forecasting against quarterly and annual revenue targets.
- Work with cross-functional teams to create compelling business cases leveraging ROI, TCO, benchmarking, and value realization frameworks.
- Monitor customer initiatives, competitive activity, market trends, and executive leadership changes to proactively identify opportunities.
- Support commercial negotiations and contract discussions for SaaS and subscription-based software solutions.
- Act as the primary commercial contact for assigned accounts.
Requirements
- 10+ years of experience in enterprise software sales, strategic account management, solution consulting, or customer growth roles.
- Experience selling large deals with large enterprise organizations ($2B+ annual revenue) preferred.
- Success driving revenue growth through expansion sales, upsell, and cross-sell within existing enterprise accounts.
- Demonstrated ability to build and influence relationships with executive and C-level stakeholders.
- Experience managing complex SaaS sales cycles, negotiating commercial agreements, and delivering accurate revenue forecasts.
- Strong business acumen with the ability to develop strategic account plans and customer growth roadmaps.
- Proficiency in value-based selling, including ROI, TCO, benchmarking, and business case development.
- Understanding of supply chain, retail, grocery, convenience, or consumer goods industries preferred.
- Experience selling supply chain, planning, inventory, merchandising, transportation, warehouse management, or retail technology solutions is highly preferred.
- Bachelor's degree. Master's degree preferred.
Pay
The base salary range for this position is $160,000 - $175,000. The salary range information provided reflects the anticipated base salary range for this position based on current national data. Minimums and maximums may vary by location. Individual salary will be commensurate with skills, experience, certifications or licenses, and other relevant factors. In addition, this role will be eligible to participate in either the annual performance bonus or commission program, determined by the nature of the position.
Benefits
- Comprehensive Medical, Dental, and Vision
- 401K with Matching
- Flexible Time Off
- Corporate Fitness Program
- A variety of voluntary benefits such as Legal Plans, Accident and Hospital Indemnity, Pet Insurance, and more