Note: The job is a remote job and is open to candidates in USA. GAINS is on a mission to make supply chains smarter and faster through AI-powered solutions. The Sales Account Manager will manage and grow relationships with existing customers, ensuring they realize ongoing value from the GAINS platform while identifying expansion opportunities.
Responsibilities
- Own the post-sale customer relationship for a defined portfolio of accounts, serving as the primary point of accountability for net revenue expansion, retention, and executive alignment
- Build and sustain CxO-level relationships across supply chain, operations, finance, and IT, positioning GAINS as a strategic partner rather than a transactional vendor
- Develop and execute account plans that map customer business objectives to GAINS platform capabilities, define expansion roadmaps, and document measurable value delivery milestones
- Lead solution-based conversations with customers to surface new use cases, unmet needs, and strategic priorities that GAINS can address through expanded deployment or additional modules
- Partner with Customer Success and Professional Services to ensure customers are progressing toward their KPIs and that value delivered is documented, quantified, and communicated at the executive level
- Own the full commercial cycle for expansion opportunities within existing accounts, including deal structure, contract negotiation, and forecast management in Salesforce
- Conduct regular executive business reviews (QBRs and EBRs) to communicate platform value, share industry benchmarks and supply chain trends, and introduce new capabilities aligned to customer priorities
- Manage pipeline health and opportunity progression using MEDDIC, maintaining accurate forecasts and account documentation in Salesforce
- Serve as the internal voice of the customer, providing structured feedback to Product, Customer Success, and Marketing on roadmap gaps, competitive dynamics, and evolving customer needs
- Represent GAINS at customer sites, industry events, and GAINS Summit to deepen executive relationships and strengthen account presence
Skills
- 7-10 years of experience in enterprise SaaS sales or strategic account management, with a consistent record of quota attainment and net revenue retention across a complex, multi-stakeholder book of business
- Direct experience selling into or managing accounts in supply chain planning, inventory optimization, S&OP, ERP, or adjacent enterprise software categories
- Proven ability to build and maintain CxO and VP-level relationships across supply chain, operations, and finance functions, serving as a credible peer and trusted advisor
- Demonstrated track record of identifying and closing expansion revenue within existing accounts through solution-based selling, including upsells, cross-sells, and expanded platform deployments
- Familiarity with MEDDIC or equivalent sales qualification frameworks, applied to both new opportunity development and renewal and expansion cycles
- Experience managing commercial negotiations including renewals, multi-year agreements, and upsell structures in coordination with finance and legal
- Proficiency with Salesforce for pipeline management, forecast hygiene, account documentation, and opportunity progression
- Excellent communication and executive presentation skills, with the ability to translate platform capabilities and ROI metrics into strategic business language for non-technical audiences
- Bachelor's degree in Business, Supply Chain, or a related discipline; equivalent experience considered
- Direct experience with GAINS or a comparable supply chain planning platform (demand forecasting, MEIO, replenishment optimization, or supply chain design)
- Background working within inventory-intensive industries such as manufacturing, distribution, retail, or service parts and MRO
- Familiarity with the GAINS P3 (Proven Path to Performance) methodology or similar structured onboarding and value realization frameworks
- Experience in a team-selling environment, including coordination with solution consulting, professional services, and executive sponsors to advance complex expansion deals
Benefits
- Competitive base salary with uncapped variable compensation tied to retention and expansion performance
- Comprehensive benefits including premium health coverage, generous PTO, and professional development support
- A collaborative, low-bureaucracy culture where great ideas win and results are celebrated
- Flexible remote-first work environment with a collaborative, inclusive team culture
- Social impact programs, volunteer opportunities, and a commitment to sustainability
Company Overview