Enterprise Account Manager

About Master Control

Master Control Inc. is a leading provider of cloud-based quality and compliance software for life sciences and other regulated industries. Our mission is the same as that of our customers to bring life-changing products to more people sooner. The Master Control Platform helps organizations digitize, automate and connect quality and compliance processes across the regulated product development life cycle. Over 1,000 worldwide rely on Master Control solutions to achieve new levels of operational excellence across product development, clinical trials, regulatory affairs, quality management, supply chain, manufacturing and postmarket surveillance.

As an Enterprise Account Manager focused on life sciences manufacturing, you’ll play a pivotal role in expanding our footprint across existing pharmaceutical, biotech, and CDMO customers. Your mission: turn initial wins into enterprise-wide transformation. You’ll deepen relationships within global manufacturing networks — expanding site-by-site adoption, driving cross-sell of our MES, QMS, AI and analytics solutions, and helping customers realize measurable business value from their investment in the Master Control platform.

This is not a transactional renewals role — it’s a strategic growth position designed for consultative sellers who understand the language of manufacturing efficiency, digital maturity, and regulatory excellence in highly regulated environments.

• Work in an Enterprise Pod together with an Enterprise Account Executive to close new and expansion business.
• Drive site-by-site expansion of Master Control solutions across existing enterprise customers in pharma, biotech, Med Tech and CDMO segments.
• Identify new opportunities for platform growth — leading with Mx. All other solutions considered supporting, including QMS, AI, Manufacturing Intelligence, and Data Insights modules.
• Partner with executive sponsors and site leaders to develop and execute digital manufacturing roadmaps.
• Engage in quarterly business reviews (QBRs) highlighting ROI, adoption success, and performance metrics to justify expansion.
• Collaborate with Customer Success and Professional Services to ensure customer outcomes translate into expansion momentum.
• Maintain clear visibility into expansion and upsell pipeline, ensuring accurate forecasting for renewals and growth.
• Track progress against key expansion metrics such as site activation rate, module adoption, and customer lifetime value (CLV).
• Leverage data and analytics to demonstrate operational and compliance improvements, building business cases for additional sites or modules.
• Act as a trusted advisor helping customers move from digitization to true operational excellence.
• Collaborate on high-impact, relationship-building programs like VIP events and executive round tables, including prospect identification, personalized invitations, content input, and strategic follow up.

• Partner with Solution Consultants, Product Management, and Marketing to position next-generation capabilities (e.g., AI-driven insights, connected shop floor, analytics).
• Work hand-in-hand with Enterprise Sales on strategic account planning to ensure seamless coordination between new business and expansion efforts. Keep objectives updated in Salesforce.
• Partner closely with marketing to develop personalized, 1:1 account based strategies, aligning outreach to each account's unique needs.
• Leverage the full marketing toolkit - including content, tactics, and campaigns - to customize outbound motions, guided by deep account knowledge and buying group dynamics.
• Participate in regular pipeline and feedback reviews with marketing to share insights, optimize programs, and ensure continuous alignment across joint sales and marketing efforts.

• 7+ years of account management or enterprise sales experience in life sciences software with a specific focus on MES / manufacturing systems.
• Data-driven communicator — able to quantify business value through analytics and KPIs.
• Ability to create customer engagement moments – like QBRs – that create more senior stakeholder engagement. Host dinners…