Senior Account Manager | Retail

Accountabilities: Manage strategic accounts: Own the full account management and sales lifecycle for a portfolio of national, enterprise, and high-value retail customers, including account planning, opportunity development, renewals, and expansion. Build executive relationships: Establish and strengthen trusted partnerships with senior executives, retail buyers, merchandising leaders, IT and operations teams, buying groups, and regional stakeholders. Develop growth strategies: Create and execute annual and multi-year account plans that identify revenue opportunities, product adoption priorities, customer needs, competitive threats, and measurable business outcomes. Position technology solutions: Translate retail business objectives into compelling, value-based software solutions covering ERP, point of sale, inventory management, merchandising, purchasing, pricing, distribution, e-commerce, CRM, analytics, and system integrations. Lead complex sales opportunities: Manage discovery, solution positioning, competitive differentiation, business cases, return-on-investment analysis, pricing, contract negotiations, and coordination with legal, finance, product, services, and delivery teams. Drive profitable expansion: Identify and execute upselling, cross-selling, SaaS conversion, and account expansion opportunities while protecting margins, maintaining contract compliance, and supporting long-term customer success. Manage pipeline and forecasting: Maintain accurate CRM records, sales activity, opportunity pipelines, and revenue forecasts. Analyze customer signals, retail trends, market intelligence, and sales performance to prioritize opportunities and anticipate risks. Coordinate cross-functional delivery: Collaborate with sales, solution consulting, customer success, professional services, product, marketing, finance, legal, and support teams to resolve issues, deliver commitments, and strengthen the customer experience. Monitor account performance: Conduct executive business reviews, assess progress against commercial objectives, and proactively address customer concerns to support retention, satisfaction, and sustainable growth. Requirements Relevant professional experience: At least five years of experience in sales or account management, with a proven track record of selling or managing complex B2B software, technology, SaaS, or enterprise solutions. Strategic account management: At least two years of experience managing national, enterprise, strategic, or multi-location retail accounts and leading complex sales, renewal, or expansion initiatives. ERP expertise: Demonstrated experience working with ERP software in retail or another multi-location operating environment is required. Direct experience selling, implementing, supporting, or managing retail ERP solutions is strongly preferred. Retail industry knowledge: Experience serving thrift, sporting goods, pet, lawn and garden, hardware, specialty retail, or pharmacy organizations is required or strongly preferred. Familiarity with buying groups, dealer networks, franchise or affiliate models, and multi-banner retail environments is an advantage. Education: A bachelor's degree in business, marketing, technology, or a related field, or an equivalent combination of education and relevant professional experience. Commercial performance: A demonstrated history of meeting or exceeding revenue, retention, expansion, or other commercial targets in a quota-carrying or commercially accountable role. Consultative selling and solution positioning: Strong strategic account planning, value-based selling, opportunity development, and complex software sales capabilities, with the ability to connect customer priorities to measurable business outcomes. Retail technology knowledge: Working knowledge of retail ERP systems and related processes, including point of sale, inventory and replenishment, merchandising, purchasing, pricing, distribution, e-commerce, analytics, and integrations. Communication and negotiation: Excellent executive communication, presentation, storytelling, and negotiation skills, with the ability to influence stakeholders across customer organizations and internal teams without direct authority. Financial and commercial acumen: Strong understanding of revenue planning, pricing, margins, contract terms, ROI analysis, pipeline analytics, forecasting, and performance reporting. CRM and analytical skills: Proficiency with CRM and sales productivity tools, preferably Salesforce, including disciplined data management, opportunity tracking, and forecast reporting. Leadership and personal effectiveness: A proactive, organized, and resilient approach, supported by sound judgment, problem-solving skills, accountability, and the ability to coordinate cross-functional teams. Travel flexibility: Willingness and ability to travel as required to support strategic customers, executive meetings, business reviews, and account development activities. Benefits Competitive compensation: Annual salary range of $94,000–$151,000 USD , with actual compensation determined by experience, qualifications, and relevant market factors. Remote flexibility: A remote, full-time position based in the United States. Health and wellness: Comprehensive health and wellness benefits designed to support physical and overall well-being. Professional development: Access to free LinkedIn Learning licenses, training resources, mentorship programs, and opportunities to develop new skills. Career advancement: Internal mobility opportunities, career guidance, and support for long-term professional growth. Work-life balance: Policies that encourage employees to take time off, recharge, and maintain a sustainable balance between work and personal life. Inclusive work environment: The opportunity to collaborate with a diverse, global team that values inclusion, innovation, knowledge-sharing, and teamwork. International mobility support: Assistance with international relocation and permanent residency processes, where applicable. Equal opportunity: A commitment to an inclusive workplace where individuals are encouraged to bring their authentic selves to work and are considered fairly for opportunities.