Key Account Director

This position is listed on behalf of a partner company, who manages all applications and next steps. Our partner is looking for a Key Account Director based in the United States. This is a strategic enterprise sales role focused on expanding and strengthening relationships across a portfolio of Grocery and Convenience customers. You will own account growth strategies and identify high-value upsell, cross-sell, and expansion opportunities across a broad SaaS solution portfolio. The role combines executive relationship management, consultative selling, commercial strategy, and deep customer engagement. You will partner with C-suite and senior business and technology leaders to align solutions with their most important business priorities. Working across Customer Success, Solution Engineering, Services, Product, and Leadership teams, you will turn customer needs into measurable revenue and business outcomes. The ideal environment is fast-paced, collaborative, and highly performance-oriented, with significant autonomy and ownership. This is a US-remote opportunity with travel of up to 50% to support strategic customer relationships and growth initiatives. Own and execute strategic growth plans for a portfolio of enterprise Grocery and Convenience customers, with responsibility for revenue expansion and long-term account development. Identify, qualify, develop, and close upsell, cross-sell, and expansion opportunities across the organization's SaaS and technology solutions. Build trusted-advisor relationships with business, technology, and C-suite executives, becoming the primary commercial point of contact for assigned accounts. Develop strategic account plans, customer roadmaps, and growth strategies that connect technology investments to customer priorities and measurable business outcomes. Manage complex enterprise sales cycles from opportunity identification through negotiation, contracting, and execution. Partner cross-functionally with Customer Success, Solution Engineering, Services, Product Management, Sales Leadership, and other internal teams to maximize customer value and revenue growth. Maintain a disciplined and accurate sales pipeline while providing reliable quarterly and annual revenue forecasts. Develop compelling business cases using ROI, TCO, benchmarking, and value-realization frameworks to demonstrate the commercial impact of proposed solutions. Monitor customer initiatives, competitive dynamics, market trends, and executive leadership changes to anticipate emerging needs and uncover new opportunities. Lead or support commercial negotiations and contract discussions for SaaS and subscription-based technology solutions. Serve as the primary commercial escalation point for assigned strategic accounts and ensure a consistently high-quality customer experience. Requirements 10+ years of experience in enterprise software sales, strategic account management, solution consulting, customer growth, or a closely related role. Demonstrated success selling into large enterprise organizations, preferably businesses with $2B+ in annual revenue. Proven track record of driving revenue growth through expansion, upsell, and cross-sell within existing enterprise accounts. Strong experience building, maintaining, and influencing relationships with executive and C-level stakeholders. Hands-on experience managing complex SaaS sales cycles, commercial negotiations, subscription agreements, and revenue forecasting. Strong business and commercial acumen, with the ability to translate customer priorities into strategic account plans and actionable growth roadmaps. Proficiency in value-based selling, including ROI analysis, TCO modeling, benchmarking, and business-case development. Industry knowledge across supply chain, retail, grocery, convenience, consumer goods, or related sectors is strongly preferred. Experience selling supply chain, planning, inventory, merchandising, transportation, warehouse management, analytics, optimization,