Role: Key Account Manager (KAM)

FLSA: Full Time | Exempt | Salaried | Remote (US)

Reports to: Director of Account Management

Scope of Position: The Key Account Manager (KAM) 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 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 case studies and testimonials as needed. Other duties as directed and/or assigned. 

Required Skills/Abilities 

• Proven success in account management, including renewals, upsells, and cross-sells; consistent attainment or overachievement of revenue goals
• Strong emotional intelligence; ability to build trust and rapport with stakeholders at all levels
• Experience engaging and influencing senior executives within complex organizations
• Skilled in negotiation, objection handling, and conflict resolution while preserving long-term relationships
• Adaptable problem-solver in fast-paced, evolving environments
• Highly organized with strong attention to detail; effective at managing multiple accounts, renewals, and growth opportunities
• Customer-centric mindset with a proactive approach to identifying needs, risks, and tailored solutions
• Strategic thinker with solid business acumen; able to align customer objectives with company offerings to drive growth
• Experience managing complex, multi-layered contracts with accuracy and compliance
• Knowledge of food industry challenges and trends preferred

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
• Competitive Compensation (Base + Commission)
• Excellent culture, growth opportunities, plus much more...  

What to expect - the Hiring Process!  

• HR Screening
• Interview with Director of Account Management
• Panel Interview (Yes, you + others) :)
• Interview with Chief Customer Officer
• Mock Assessment/Demo
• Offer of Employment (Background Screening/References) 

The compensation for this role is based on several factors, including the candidate's experience, education, skills, and alignment with the responsibilities outlined for the role. The anticipated salary range for this role is outlined below with most candidates hired in the mid-range. This role is quota-bearing, and comes with an on-target earning up to $207k/per annum/uncapped.

To learn more about the culture & employee experience at Trustwell, check out our LinkedIn or GlassDoor! 

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. 

Acceptable Background and References Required; Upon any conditional offers made by Trustwell. Equal Opportunity Employer/ DFWP/ Affirmative Action