Account Manager

Company overview

Trace Link’s software solutions and Opus Platform help the pharmaceutical industry digitize their supply chain and enable greater compliance, visibility, and decision making. It reduces disruption to the supply of medicines to patients who need them, anywhere in the world.

Founded in 2009 with the simple mission of protecting patients, today Tracelink has 8 offices, over 800 employees and more than 1300 customers in over 60 countries around the world. Our expanding product suite continues to protect patients and now also enhances multi-enterprise collaboration through innovative new applications such as MINT.

Tracelink is recognized as an industry leader by Gartner and IDC, and for having a great company culture by Comparably.

The Account Manager is responsible for owning, retaining, and expanding a portfolio of Trace Link Enterprise customers within an assigned territory. This role is accountable for driving net revenue growth through renewals, upsell, and expansion by executing Trace Link’s enterprise sales methodology, value framework, and defined sales process.

You will operate as a trusted advisor to C‑suite and senior business leaders, aligning customer strategic priorities to Trace Link’s solutions and differentiated value. Success in this role requires strong account planning, disciplined opportunity management, and close collaboration with Marketing, Business Development (ISR), and Solutions Consulting.

• Own a defined portfolio of Enterprise accounts with full accountability for retention, expansion, and revenue growth

• Develop and execute account‑level growth strategies aligned with customer business objectives, Trace Link’s value framework, and regional sales priorities

• Build and maintain trusted executive relationships with economic buyers, decision‑makers, and key influencers

• Act as the primary point of contact and quarterback for the customer relationship

• Lead opportunities through Trace Link’s end‑to‑end enterprise sales process, from discovery to close

• Conduct customer‑centric discovery to identify business problems, value drivers, and success criteria

• Translate customer needs into clear value‑based proposals tied to measurable outcomes

• Partner with Solutions Consultants to deliver compelling value‑led demonstrations and presentations

• Drive effective deal qualification, opportunity progression, forecasting, and close plans

• Proactively manage renewals and contract extensions, ensuring high retention rates

• Identify and execute upsell and cross‑sell opportunities within existing accounts

• Address customer risks, requests, and escalations in partnership with Customer Success and Support

• Ensure customers realize and articulate ongoing value from Trace Link solutions

• Create and execute a Demand Generation plan for your account base in collaboration with SDRs and Marketing

• Actively participate in and lead targeted outbound and inbound demand generation activities

• Maintain a healthy, well‑qualified pipeline aligned to quarterly and annual revenue targets

• Accurately manage and document pipeline, opportunities, and forecasts in Salesforce

• Work cross‑functionally with Sales, Marketing, SDRs, Solutions Consulting, and Customer Success

• Share customer insights, market feedback, and competitive intelligence with internal stakeholders

• Contribute to continuous improvement of Trace Link’s sales strategy and execution

• Consistent achievement (or over achievement) of quarterly and annual revenue targets

• High customer retention and expansion rates

• Strong forecast accuracy and pipeline hygiene

• Clear evidence of value‑based selling and executive‑level engagement

• Trusted internal collaborator and external customer partner

• 4-6+ years of B2B sales experience, preferably in Enterprise SaaS or Cloud software

• Proven success managing complex, multi‑stakeholder sales cycles

• Demonstrated experience executing a structured sales methodology across the full sales lifecycle

• Str…