Sales Account Manager

About the role

The Sales Account Manager is responsible for managing and growing GAINS's relationships with an existing portfolio of customers. Reporting to the Chief Revenue Officer, this role combines executive relationship stewardship with a growth mandate: ensuring customers realize ongoing value from the GAINS platform while identifying and advancing expansion opportunities through consultative, solution-based selling.

Responsibilities

• 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

Requirements

• 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

Qualifications

• Bachelor's degree in Business, Supply Chain, or a related discipline; equivalent experience considered

Skills

• Direct experience with GAINS or a comparable supply chain planning platform (demand forecasting, MEIO, replenishment optimization, or supply chain design)
• Background working within inventory-intensive industries such as manufacturing, distribution, retail, or service parts and MRO
• Familiarity with the GAINS P3 (Proven Path to Performance) methodology or similar structured onboarding and value realization frameworks
• Experience in a team-selling environment, including coordination with solution consulting, professional services, and executive sponsors to advance complex expansion deals

Benefits

• 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