Strategic Account Manager

Key Responsibilities

• Segment Ownership and Strategy
• Own total segment revenue growth, including personal new-logo acquisition and the collective performance of AMs and TS roles operating within the segment.
• Develop and maintain a segment growth strategy aligned to SMG’s GTM priorities, with current focus on Life Sciences and High Tech (Semiconductor and Data Centers).
• Track market trends, regulatory developments, competitive dynamics, and emerging opportunity areas within the assigned sector.
• Provide market intelligence and go-to-market input that informs Line of Business development, service line positioning, and SMG’s broader growth strategy.
• New Enterprise Logo Acquisition
• Personally lead new enterprise logo acquisition within the assigned segment, targeting organizations with complex, multi-site safety and risk management needs.
• Build and sustain executive-level relationships within target accounts, including C-suite, VP, and senior operational leadership, establishing SMG as a trusted strategic partner before a formal opportunity is defined.
• Lead the full pursuit lifecycle: segment strategy, stakeholder mapping, executive engagement, solution development in partnership with LOB Directors, proposal leadership, and close.
• Ensure clients experience early value, clear delivery expectations, and confidence in SMG’s capabilities during the initial engagement period.
• Execute formal account transitions to Account Managers based on defined criteria, maintaining executive relationship continuity and client confidence through the handoff.
• Team Enablement and Orchestration
• Enable Account Managers and Territory Sales Managers operating within the segment to succeed, recognizing that their wins count toward segment growth.
• Flex between leading pursuits personally and positioning AM or TS team members for success based on account size, complexity, and stage of relationship.
• Serve as the segment’s senior commercial resource, available to support pursuit strategy, executive conversations, and proposal development across the team.
• Pipeline and Process Discipline
• Maintain a disciplined new-logo pipeline in Salesforce with clear visibility to opportunities, pursuit stage, timelines, and revenue impact across the segment.
• Partner with LOB Directors to validate scope, pricing, and delivery approach prior to any client commitment.
• Leverage Gong and other tools to improve pursuit effectiveness and the quality of executive client engagement.

Key Milestones

• 0–3 Months: Complete onboarding across SMG systems, tools, service lines, and go-to-market processes; Develop deep working knowledge of SMG service lines and their application across Life Sciences and High Tech environments; Establish an initial target account landscape for the assigned segment; Build an initial target account list with outreach underway across priority logos in the segment; Engage actively with AM and TS team members in the segment, providing sector context and pursuit support where relevant; Manage early-stage pursuit conversations, engaging LOB Directors for solution input as needed; Maintain accurate pipeline and activity tracking in Salesforce with clear pursuit stage visibility.
• 3–6 Months: Maintain an active target account list with outreach underway across priority logos in the segment; Establish initial executive-level relationships within at least two to three priority target accounts; Engage actively with AM and TS team members in the segment, providing sector context and pursuit support where relevant; Manage early-stage pursuit conversations, engaging LOB Directors for solution input as needed; Maintain accurate pipeline and activity tracking in Salesforce with clear pursuit stage visibility.
• 6–9 Months: Lead active new-logo pursuits independently, coordinating across LOB Directors and Operations throughout the pursuit lifecycle; Close initial new-logo accounts and execute first formal account transitions to Account Managers with full relationship continuity; Deliver segment-level market intelligence that meaningfully informs GTM strategy and LOB priorities; Demonstrate measurable segment growth contribution, including both personal wins and enabled AM and TS performance; Establish a functioning rhythm of segment enablement: regular engagement with AMs and TS roles, shared pipeline visibility, and coordinated pursuit support.

Requirements

• 7+ years of experience in enterprise sales, strategic business development, or senior commercial leadership within Life Sciences, High Tech, industrial, or safety-related environments.
• Demonstrated track record of acquiring new enterprise logos and leading complex, multi-stakeholder pursuits to close.
• Proven ability to operate credibly and build trust at the C-suite and executive level, with the presence and communication skills that senior client relationships require.
• Deep understanding of construction and general industry safety practices, regulatory frameworks (OSHA, ISO 45001, etc.), and the operational realities of high-hazard environments; Life Sciences or semiconductor/data center safety experience is a meaningful differentiator.
• Experience enabling or leading a commercial team, with an understanding of how to create conditions for others to succeed within a segment or territory.
• Experience with services-based business models and project-based delivery environments where solution design and delivery alignment are closely linked.
• Familiarity with structured enterprise sales methodologies (e.g., MEDDPICC) and disciplined pipeline management practices.
• Experience using CRM platforms (Salesforce preferred) and sales enablement tools (e.g., Gong).
• Bachelor’s degree in business, safety, construction management, life sciences, or a related field preferred.
• Relevant safety certifications (CSP, ASP, CHST, OSHA 30, etc.) are a plus and meaningfully strengthen executive credibility in target markets.

Skills

• Executive presence: the ability to command the room, build trust quickly at senior levels, and represent SMG as a peer to client leadership, not a vendor.
• Sector fluency: deep enough expertise in Life Sciences and High Tech environments to lead insight-driven conversations that establish credibility before a solution is ever proposed.
• Hunter mentality: a genuine orientation toward finding, building, and closing new enterprise opportunities, with the discipline and resilience that long-cycle pursuit requires.
• Orchestration: the ability to flex between leading personally and enabling others, knowing when to step in and when to step back so that the segment performs as a whole.
• Strategic thinking: the ability to map complex organizations, identify the right entry points, shape account strategy, and align SMG capabilities to client priorities in a way that creates competitive separation.
• Commercial maturity: a working command of pricing, scope, margin, and delivery alignment, and the judgment to know when to engage LOB Directors before commitments are made.
• Communication excellence: strong written and verbal skills with the ability to lead high-stakes client conversations, executive presentations, and complex proposal narratives.
• Collaborative leadership: the ability to mobilize internal resources across Sales, LOB Directors, and Operations without direct authority, keeping pursuits moving and aligned.
• Pipeline discipline: high ownership of segment-level pipeline health, with consistent Salesforce hygiene and a clear-eyed view of pursuit stage, velocity, and risk across both personal and team activity.
• Adaptability: comfort with ambiguity, early-stage relationship building, and the longer sales cycles that enterprise new-logo pursuit requires.

Physical Demands

• Prolonged periods sitting at a desk and working on a computer.
• Manual dexterity needed for typing and other repetitive tasks.
• Must be able to speak in an accurate and detailed manner on the phone or in person.
• Moving about long distances and uneven terrain.
• Ascending and descending stairs and ladders.
• Remaining in a stationary position for a prolonged period of time.
• Working in extreme weather.
• Being exposed to loud noises.
• Wearing personal protective gear correctly when required.