Account Manager

Company overview:

TraceLink’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.

Role Overview

The Account Manager is responsible for owning, retaining, and expanding a portfolio of TraceLink Enterprise customers within an assigned territory. This role is accountable for driving net revenue growth through renewals, upsell, and expansion by executing TraceLink’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 TraceLink’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.

Responsibilities:

Account Ownership & Growth Strategy

• 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, TraceLink’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

Sales Methodology & Process Execution

• Lead opportunities through TraceLink’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

Renewals, Expansion & Retention

• 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 TraceLink solutions

Demand Generation & Pipeline Management

• 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

Collaboration & Feedback Loop

• 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 TraceLink’s sales strategy and execution

What Success Looks Like

• Consistent achievement (or overachievement) 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

Qualifications

Experience & Skills

• 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

• Strong ability to conduct value‑based discovery, handle objections, and close enterprise deals

• Experience owning renewals and expansion within existing customer accounts

• Proficiency with CRM tools such as Salesforce

• This is an on-site role based in Wilmington, MA headquarters

Business & Communication

• Strong business acumen with the ability to engage credibly at executive level

• Excellent verbal, written, and presentation skills

Attributes

• Highly proactive, self‑driven, and results‑oriented

• Comfortable working autonomously within a fast‑paced, evolving environment

• Team‑oriented mindset with strong collaboration skills

• Customer‑first mentality with a focus on long‑term value creation

TraceLink is committed to providing competitive compensation and benefits to all employees. This is the estimated base salary range for this role and should serve only as a guide. Final compensation offered may vary based on a variety of factors including but not limited to experience level, fit for the role, skills, domain knowledge, internal equity, budget, and location.

Please see the Tracelink Privacy Policy for more information on how Tracelink processes your personal information during the recruitment process and, if applicable based on your location, how you can exercise your privacy rights. If you have questions about this privacy notice or need to contact us in connection with your personal data, including any requests to exercise your legal rights referred to at the end of this notice, please contact Candidate-Privacy@tracelink.com.