Torchora
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Key Account Executive

💰 $95,000 - $185,000+

SalesAccount ManagementBusiness Development

🎯 Role Definition

As a Key Account Executive, you are the cornerstone of our most valuable client partnerships. This is not just a sales role; you are a strategic advisor, a client advocate, and a business driver dedicated to a select portfolio of high-value accounts. Your mission is to deeply understand your clients' business objectives, challenges, and opportunities, positioning our solutions as indispensable to their success. You will orchestrate internal resources, navigate complex organizational structures, and build unshakable relationships with key decision-makers, including C-level executives. Success in this role is measured by client retention, satisfaction, and substantial revenue growth through up-selling and cross-selling, solidifying our position as a long-term strategic partner.

📈 Career Progression

Typical Career Path

Entry Point From:

  • Account Executive / Senior Account Executive
  • Business Development Manager
  • Customer Success Manager (with a sales focus)

Advancement To:

  • Senior or Principal Key Account Manager
  • Director of Strategic Accounts / Global Accounts
  • Regional or National Sales Director

Lateral Moves:

  • Channel Sales Manager
  • Strategic Alliances Manager
  • Director of Customer Success

Core Responsibilities

Primary Functions

  • Develop and nurture deep, multi-threaded relationships with a portfolio of assigned key accounts, connecting with key business executives and C-level stakeholders.
  • Serve as the lead point of contact for all matters specific to your key accounts, ensuring a seamless and premium client experience.
  • Craft and execute comprehensive, long-term strategic account plans to achieve designated sales targets and key performance indicators.
  • Drive revenue growth by proactively identifying and closing expansion opportunities, including up-sells, cross-sells, and renewals within the existing client base.
  • Lead complex contract negotiations and renewals, ensuring mutually beneficial terms that align with strategic goals and profitability targets.
  • Conduct regular, high-impact Quarterly Business Reviews (QBRs) and strategic planning sessions with clients to review performance, demonstrate value, and align on future initiatives.
  • Act as the client's champion within our organization, orchestrating internal teams (including Product, Support, and Marketing) to ensure client needs are met and expectations are exceeded.
  • Develop a trusted advisor relationship by gaining an intimate understanding of the client's industry, competitive landscape, and corporate objectives.
  • Forecast and meticulously track key account metrics, such as sales forecasts and renewal pipelines, maintaining accurate and up-to-date information in the CRM.
  • Clearly communicate the progress of monthly and quarterly initiatives to both internal leadership and external client stakeholders through detailed reporting and presentations.
  • Proactively assess, clarify, and validate customer needs on an ongoing basis to anticipate challenges and opportunities.
  • Lead solution development efforts that best address customer needs, coordinating the involvement of all necessary company personnel, including solution architects and subject matter experts.
  • Resolve any major issues and escalations by investigating the root cause and driving the situation to a successful resolution.
  • Meet and exceed annual and quarterly sales quotas for your assigned book of business, contributing directly to the company's financial success.
  • Articulate the company's value proposition and competitive differentiators to various stakeholders within the client's organization.
  • Keep abreast of industry trends, market activities, and competitors to inform strategic account planning and identify potential threats or opportunities.
  • Manage the entire sales cycle within existing accounts, from opportunity identification to deal closure.
  • Prepare and deliver compelling presentations and product demonstrations tailored to the specific needs and interests of key accounts.
  • Collaborate with the broader sales team to share best practices and insights that contribute to the overall success of the department.
  • Travel as necessary to client sites for strategic meetings, relationship building, and key presentations.

Secondary Functions

  • Maintain meticulous and accurate records of all client interactions, opportunities, and account health within the company's CRM platform (e.g., Salesforce).
  • Collaborate with the marketing team to develop account-based marketing (ABM) campaigns and materials, such as case studies and testimonials, for your key accounts.
  • Provide structured, actionable feedback from the client base to the product and engineering teams to help influence the product roadmap and future enhancements.
  • Represent the company at industry trade shows, conferences, and networking events to strengthen brand presence and foster key client relationships.

Required Skills & Competencies

Hard Skills (Technical)

  • CRM Mastery: Deep proficiency in using CRM software (Salesforce preferred) for pipeline management, forecasting, and client communication tracking.
  • Sales Forecasting: Demonstrated ability to accurately forecast sales revenue and renewal rates on a monthly, quarterly, and annual basis.
  • Contract Negotiation: Proven experience in leading and closing complex, multi-year commercial agreements and MSAs.
  • Presentation & Demo Skills: Expertise in creating and delivering compelling, high-impact presentations using tools like PowerPoint, Google Slides, or Prezi.
  • Strategic Account Planning: Ability to develop and implement detailed, actionable strategic plans (e.g., MEDDPICC, Challenger Sale methodologies) for key accounts.

Soft Skills

  • Executive Presence: The confidence and polish to communicate, influence, and build credibility with C-level executives and senior leadership.
  • Relationship Building: Innate ability to build and maintain strong, long-lasting strategic relationships based on trust and mutual value.
  • Consultative Selling: A problem-solving mindset focused on understanding client needs deeply and prescribing solutions, rather than just selling products.
  • Business Acumen: Strong understanding of business principles, client industries, and financial metrics to have credible, strategic conversations.
  • Resilience & Grit: The ability to navigate complex client organizations, overcome objections, and persevere through long sales cycles.
  • Strategic Thinking: Ability to see the big picture, identify long-term opportunities, and align account activities with overarching business goals.
  • Exceptional Communication: World-class listening, written, and verbal communication skills; the ability to simplify complex topics.

Education & Experience

Educational Background

Minimum Education:

  • Bachelor's Degree in a relevant field or equivalent practical and professional experience.

Preferred Education:

  • Master of Business Administration (MBA) or other advanced business degree.

Relevant Fields of Study:

  • Business Administration
  • Marketing
  • Communications

Experience Requirements

Typical Experience Range: 5-10+ years in a client-facing B2B sales or account management role, with a demonstrated history of managing large, complex accounts.

Preferred: A proven track record of consistently exceeding seven-figure sales quotas in an enterprise software (SaaS) or technology sales environment. Experience managing a portfolio of Fortune 500 or equivalent-sized strategic accounts is highly desirable.

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