Key Account Manager (KAM) at Trustwell

This role is designed for a seasoned sales professional with a heavy background in **B2B Enterprise Account Management**. The ideal candidate has 5–7 years of e

Work type: remote

Location: Remote (United States)

Salary: $110,000 – $115,000/yr

Type: Full-time

Summary

This role is designed for a seasoned sales professional with a heavy background in **B2B Enterprise Account Management**. The ideal candidate has 5–7 years of experience managing large-scale accounts (specifically $500k+ ARR) and thrives in a high-stakes environment focused on renewals and expansion. Since Trustwell operates in the food supply chain and regulatory space, a candidate with a strategic mindset who can navigate complex, multi-layered organizations is essential. The compensation package is a major highlight, offering a base salary of **$110k–$115k** with an on-target earning (OTE) potential of **up to $207k** via uncapped commissions. The role is **fully remote** within the U.S. and offers "Responsible Time Off," meaning you have the flexibility to manage your own schedule. You’ll be joining a growing tech firm that sits at the intersection of food safety and supply chain technology. **You might be a good fit if you:** * Have a proven track record of hitting seven-figure renewal and upsell targets. * Are comfortable presenting ROI and negotiating with C-suite executives. * Enjoy the "farmer" side of sales—nurturing 50–100 accounts to ensure long-term health and growth. * Have experience or a strong interest in the food manufacturing or retail industry.

Job Description

[Trustwell](https://www.trustwell.com/) is looking for ambitious, energetic problem-solvers who enjoy a fast-paced team environment filled with challenges and career growth opportunities in a rapidly growing tech firm. Trustwell is on a mission to change the food industry. Combining FoodLogiQ’s supply chain management software with Genesis’ nutritional analysis and label development solution, the Trustwell Connect platform creates the food industry’s only full-scale solution connecting product development and regulatory-compliant labeling with supplier compliance, enhanced traceability, and automated recall management. From food and supplement manufacturers to retail grocers and restaurant chains, more than 2,500 food companies around the world use Trustwell software as their trusted source for compliance and quality solutions in the food industry. For more information, visit [www.trustwell.com.](https://www.trustwell.com.)

Role: Key Account Manager (KAM)FLSA: Full Time | Exempt | Salaried | Remote (US)

Reports to: Director of Account Management

Scope of Position: The Key Account Manager (KAM)will oversee a portfolio of 50-100 Enterprise-level client accounts, with a primary focus on contract renewals, upselling, cross-selling, and revenue growth. This role requires building and nurturing long-term customer relationships at all levels within large, often complex organizations, including executive-level stakeholders, project sponsors, and system administrators.

To excel in this role, you must have:

• Proven experience driving renewals, upsells, and cross-sells, meeting, and exceeding revenue targets with contract sizes of at least $500K in ARR.

• A deep understanding of building and managing sales pipelines, strategic account planning, and leveraging product expertise to achieve customer success.

• Strong self-starter qualities with the ability to navigate complex organizations, build relationships with decision-makers, and identify growth opportunities.

• You must be an excellent team player that can collaborate with cross-functional teams—including Customer Success, Product, and Finance—to deliver exceptional service and ensure customers derive maximum value from our software solutions.

• Account Management: Oversee a portfolio of 50–100 accounts, ensuring timely renewals and identifying upsell/cross-sell opportunities. Maintain account plans, manage pipelines, and achieve sales goals using CRM tools. Resolve customer issues to enhance satisfaction and value.

• Relationship Building: Build strong relationships with executive stakeholders across departments. Conduct business reviews to gather feedback and identify growth opportunities.

• Strategic Planning: Provide industry-driven strategic guidance to help customers achieve business objectives. Stay updated on food industry trends to position Trustwell as a key partner.

• Collaboration: Work with internal teams (Customer Success, Professional Services, Product, Finance) to address customer needs and drive account health.

• Revenue Growth: Meet or exceed revenue goals through upselling, cross-selling, and tailored proposals demonstrating ROI.

• Performance & Reporting: Track account metrics, including renewals, revenue, and customer satisfaction. Deliver accurate forecasts and regular updates to leadership.

• Continuous Learning: Stay informed on product updates, industry trends, and best practices through training and collaboration; both internally and externally.

• Additional Contributions: Address client requests, assist with urgent issues, and support customer experience initiatives. Contribute case studies and testimonials as needed. Other duties as directed and/or assigned.

• Proven success in account management, including renewals, upsells, and cross-sells; consistent attainment or overachievement of revenue goals


• Strong emotional intelligence; ability to build trust and rapport with stakeholders at all levels


• Experience engaging and influencing senior executives within complex organizations


• Skilled in negotiation, objection handling, and conflict resolution while preserving long-term relationships


• Adaptable problem-solver in fast-paced, evolving environments


• Highly organized with strong attention to detail; effective at managing multiple accounts, renewals, and growth opportunities


• Customer-centric mindset with a proactive approach to identifying needs, risks, and tailored solutions


• Strategic thinker with solid business acumen; able to align customer objectives with company offerings to drive growth


• Experience managing complex, multi-layered contracts with accuracy and compliance


• Knowledge of food industry challenges and trends preferred

• Bachelor’s degree in business, marketing, management, or a related field; required. MBA Preferred.


• 5-7 years of experience managing enterprise accounts with $500M+ ARR; required.


• Proven experience hitting and exceeding renewal and new revenue goals in a B2B environment; required.


• Experience in selling and negotiating at the executive level.

• Full healthcare benefits, including medical, dental, and vision.


• Supplemental benefits, including STD, LTD, HSA, 401k, etc.


• Responsible Time Off (PTO) + Holiday Pay


• Competitive Compensation (Base + Commission)


• Excellent culture, growth opportunities, plus much more...

• HR Screening


• Interview with Director of Account Management


• Panel Interview (Yes, you + others) :)


• Interview with Chief Customer Officer


• Mock Assessment/Demo


• Offer of Employment (Background Screening/References)

To learn more about the culture & employee experience at Trustwell, check out our [LinkedIn](https://www.linkedin.com/company/trustwell-llc/?viewAsMember=true) or [GlassDoor](https://www.glassdoor.com/Overview/Working-at-Trustwell-EI_IE8830777.11,20.htm)!

Trustwell is an equal employment opportunity employer committed to hiring and retaining a diverse workforce. Applicants receive fair and impartial consideration without regard to race, sex, sexual orientation, gender identity, color, religion, national origin, age, disability, veteran status, religion, or other legally protected class. If you need accommodation for any part of the employment process due to a medical condition, or any disability, please contact a member of our human resources team.

Acceptable Background and References Required; Upon any conditional offers made by Trustwell. Equal Opportunity Employer/ DFWP/ Affirmative Action

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