The Strategic Account Manager reports to the RVP of Quality Sales and is responsible for driving revenue growth within our existing customer base. You will represent the full breadth of our Quality portfolio to customers in your assigned territory, identifying opportunities to both upsell existing products and cross-sell new products to those customers, and achieving monthly and quarterly sales objectives. This role involves a strategic, methodological approach to account expansion in the medium and large enterprise market, focused on understanding the evolving needs of our customers and in positioning our solutions to meet those needs. This role requires mastery of the entire sales cycle, including developing new and existing relationships at all levels within our customers’ businesses. You will be responsible for understanding our product offerings and competitive landscape and identifying growth opportunities by building and executing detailed account plans. You will be adept at selling strategies that emphasize the value that products and services deliver in solving customers’ biggest problems. Advantive offers industry leading solutions and reputation with uncapped earning potential and growth opportunities. We are growing fast, and you will inherit a warm territory with ongoing activity in a very hot market. Key Responsibilities + Drive new business by identifying, nurturing, and closing opportunities to meet monthly and quarterly sales targets. + Develop and execute strategic account plans that align customer needs with tailored sales plays, leveraging cross-functional support from Customer Success and Sales Engineering. + Build and maintain strong relationships with key stakeholders and executive personas, positioning yourself as a trusted advisor through thought leadership and deep product knowledge. + Maintain a healthy pipeline of new and expansion opportunities, balancing short-term wins with long-term account growth strategies. + Apply consultative, value-based selling methodologies to differentiate solutions and increase wallet share across your territory + Stay current on industry trends, competitor activity, and market dynamics to inform account strategy and optimize sales positioning. Competencies + To perform the job successfully, an individual should demonstrate the following competences: + Account Management – Expertise in managing and expanding complex customer accounts, with a focus on growth via upsell & cross-sell; experienced at developing account plans to deliver growth + Communication – Strong verbal and written communication skills, capable of effectively presenting our portfolio and engaging with customers at all levels of their business + Relationship Building – Skilled at establishing and nurturing strong relationships with key decision-makers within customer organizations + Analytical – Skilled at using data to inform decisions and improve sales performance + Team Collaboration – Ability to work collaboratively with other sales team members, marketing, product, and customer success teams to ensure a cohesive customer experience + Sales Execution – Proven capability to navigate the sales process from start to finish with a high conversion rate + Mental Agility – Must have a keen intellect and be comfortable with complexity; adept at tackling new challenges and solving problems + 5+ years of quota-exceeding experience in complex B2B SaaS or software sales, ideally within manufacturing, distribution, or high-growth tech environments + Proven success managing and expanding high-value accounts in multi-product, multi-solution sales environments with long sales cycles and multiple stakeholders + Deep understanding of enterprise buying processes, CRM pipeline management, and accurate forecasting practices + Skilled in consultative selling, ROI analysis, and leading strategic conversations—from mid-level managers to C-suite executives + Strong communication skills, with the ability to deliver clear, compelling presentations and written content + Willingness to travel up to 50% to support customer engagement and relationship growth