Senior Account Manager

Founded in 1986, KPA is a leading provider of Workforce Compliance software and consulting services. We succeed if our clients can send their employees home at night, having not experienced a workplace accident or injury. The combination of software, consulting, and training helps clients identify, remedy, and prevent workplace safety and compliance problems so they can focus on what’s important – their core business.  Help us help keep people safe and businesses working efficiently. Named as one of Built In Colorado’s Best Places to Work for five years in a row, KPA is made up of talented individuals working together for the greater good. We’re here to help our clients build safe, thriving organizations, and we’re looking for people with a common goal to help us do it. 
Position Description:KPA is experiencing significant growth and, as such, we are growing our sales team to accelerate that even further.  The Senior Account Manager is a strategic member of the sales team, responsible for helping KPA achieve top line revenue growth by identifying and closing new sales opportunities within our client base.  It’s our belief that with a sales team of smart and hungry individuals, we can take a large market share over the course of just a few short years. The role is focused on selling KPA’s Environmental Health & Safety (EH&S) compliance software and value-added services portfolio into the new and emerging markets. Our software serves as the central hub of activity for growing compliance and safety departments seeking an adaptable, quick-to-implement solution featuring built-in best practices that accelerate business processes for compliance and risk professionals. This is a challenging, exciting role that will test your sales skills, strategic thinking capabilities, and resilience.

More Specifically, you will:

• Establish relationships with senior leadership.
• Develop a deep understanding of the business needs and work to understand how KPA’s product offerings could help them accomplish those needs.
• Develop and execute a comprehensive account plan.
• Create business plans that focus on expansion through both upsell and cross-sell and then vigorously execute against that business plan. 
• Build and maintain a pipeline that is 4x annual quota target taking into account that many of these expansions might have longer than normal sales cycles.
• Effectively manage the full sales-cycle which, in this case, starts with opportunity generation, executive buy-in, and contract signature.
• Prioritize opportunities and coordinate internal KPA resources to provide the best client experience.
• Use Salesforce to continuously update and maintain active deals for pipeline management, daily activity, and sales forecasting.
• Rapidly become proficient in the value proposition of KPA’s offering and demonstrate the ability to deliver that message in person, via webinar, and by phone.
• Actively participate in team meetings, share best practices, and maintain a positive, team player attitude – motivating others as necessary.
• Collaborate cross-functionally with Marketing, SDRs, Product, Implementation, and Executive Team to maximize sales pipeline, bookings and provide feedback into long-term KPA strategy.

Success Criteria:

• Ambitious. You know how to define personal success and build a sales pipeline to get there. You’re always thinking ahead to the next sale. KPA is growing and we are all ready to celebrate your successes in sales
• Problem-Solver. When issues arise, you don’t stop looking for solutions until you have an answer. You’ll rely on peers and executives alike for advice to understand the people, systems, and process issues that may be holding your sale back.
• Agile. The first answer isn’t always the best. You’ll find the right recommendations for your customers by collaborating with teammates.
• Listener. Connect with prospects and recommend the right solutions by collaborating with sales engineers, EHS experts and client success
• Technical. You have used Salesforce and modern tech to support your efforts, and can sell services and software to our new markets

Qualifications/Requirements:

• 5-10 years of full cycle sales experience, specifically in a B2B SaaS environment
• Experience selling into the manufacturing, construction, transportation, and/or energy industries a plus
• Experience selling a more complex sales cycle that involves the C-Suite
• Possess Grit, Discipline, and Competitive Drive to achieve results (and a track record to back it up)
• Discovery skills: can lead a conversation to uncover pain points