Strategic Account Manager

Summary

SafetyChain Software is looking for a Strategic Account Manager to join our Sales team. Reporting to the VP of Account Management, you will work closely with our BDRs, Sales Engineers and Marketing to identify, qualify and close business with SafetyChain Customers.

The primary role for the Strategic Account Manager is to expand existing customers’ subscriptions by identifying whitespace opportunities. He or she will use their prior production, performance, quality and compliance experience to engage buyers and build new relationships across an organization. Your goal will be to grow SafetyChain’s business with our existing customers selling into corporations, production plants and distribution facilities in the Food & Beverage manufacturing industry. Typical use cases will be to sell to our customers’ plants not currently using SafetyChain, new regions and selling more solutions into plants actively using SafetyChain. Our customers use SafeyChain to maximize the value of their electronic data records, online compliance programs and operational performance. 

Do you like to solve problems with large leading manufacturing brands in a fast-paced environment, high-performing Sales Team? Love collaborating with colleagues to help customers? Like the idea of a flexible, autonomous work environment to get the job done the way you like to work? This may just be what you are looking for – let’s get into the details!

Who We Are:

SafetyChain is a fast growing B2B SaaS software company with solutions designed to improve safety, quality, and compliance processes in the food and beverage, manufacturing, and related industries. Our products focus on automating and optimizing operations, such as:

• Quality and Safety Management: Helping companies ensure product safety and quality by providing tools to manage compliance with regulatory standards (e.g., FDA, USDA).
• Supplier Management: Assisting with the management of supplier documentation, performance, and risk to ensure adherence to quality and safety standards.
• Compliance Management: Offering tools to ensure companies meet industry regulations and standards, reducing the risk of non-compliance and associated penalties.
• Production and Operational Efficiency: Helping companies optimize production processes by improving visibility, traceability, and real-time monitoring.

The platform is designed to support continuous improvement and real-time data collection often done manually and on paper prior to our arrival, enabling companies to now make realtime data-driven decisions while ensuring compliance and operational improvements.

Headquartered in Novato, CA, we have a passionate, diverse team, most of which work remotely across the country. We operate with the fun and flexibility of a start-up combined with the stability of a mature and rapidly growing software company.

Customers include many well-known brands like Albertsons Grocery, Clif Bar, Driscoll’s Berries, Schwan’s, See’s Candies, Chobani, Tyson Foods, Butterball, Cargill and Whole Foods. We believe our culture of “Help and Hustle” makes for a great place to work as we foster a dynamic, positive environment that enables our teams to put their creative energies towards solving our customers’ problems and while supporting each other. Our culture is exceptionally collaborative, rewarding, and one of the reasons so many of our employees have been with us for nearly a decade!

What You'll Do:

• Initiate conversations with executives and program owners at assigned enterprise customers, focusing on expansion opportunities.

• Build your own profitable pipeline through direct outreach to assigned enterprise customers supported by our marketing and business development team who together set qualified meetings.

• Maintain CRM

• Forecast accurately

• Adhere to, support and execute a sales process and organizational GTM

• Negotiate commercial terms with win-win outcomes

• Deliver on quota numbers aligned with company strategy and ambitious growth targets

• Build pipeline and carry deals through the full lifecycle from discovery to closed-won

• Work collaboratively across the organization to navigate complex sales cycles and close deals.

Requirements:

• A track record of evangelizing and building value by asking great questions to understand an enterprise customer’s business challenges. If your teammates and customers are your greatest champions, this is the right job for you

• Demonstrable success in field or expansion sales carrying annual quota of $1M or more for 5+ years with a SaaS company

• Ability to walk a plant and help customers identify additional ways to leverage our software to improve customers overall ROI

• Professional presentation skills

• Committed to customer satisfaction and long term value

Preferred skills & Experience

• Experience in selling compliance, safety or quality systems is highly desired.
• Demonstrated success in Account Management, Customer expansion sales.
• Prior work for or with food & beverage companies preferred.
• Prior experience with OEE, Statistical Process Control, Quality and Supplier Compliance is desired.
• Direct experience with Performance and Compliance Programs including ISO, SQF, FSSC, etc.
• Ability to work remotely with teams and independently, at multiple organizational levels.
• Ability to multitask, prioritize and manage multiple projects.
• Creative, consultative, and a strong communicator. Ability to guide customers through the sales process expeditiously.
• Eagerness to learn new skills, grow professionally, and take on new challenges.

What we Value

• Initiative: the ability to get started and work independently when necessary, to come up with ideas and carry them out.

• Process Driven: you are highly structured, disciplined and organized in creating and executing operational processes to ensure a consistent, repeatable outcome.

• Inquisitiveness: a desire to expand your knowledge base and explore concepts and ideas that are new and unfamiliar.

• Integrity: Ability to offer and solicit honest feedback and always have the best interests of the team and the customers in mind.

• Patience: the ability to adapt to changing situations while remaining calm, collected, and committed.

• Team Interactions: Seeks opportunities to collaborate and to help others.

• Self-improvement: Ability to identify mistakes and quickly adjust approach when confronted with new information or perspective.

• Works independently and as a team player in a team environment.

• Awesome attitude, great energy & relentless work ethic

Things that Make the Job Awesome

• Our people - you will love them and the culture they’ve cultivated

• Very competitive compensation plan

• Opportunity for stock options

• Full health benefits

• Self Care PTO Plan

• Flex Schedule (WFM)

• 401k match

• Fast growing tech company with big opportunity

• Rewarding work that is solving an important problem

• Annual investment in your professional development

Job Type: Full-time

Equal Opportunity Employer: All qualified applicants will receive consideration for employment without regard to race, color, religion, marital status, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status or any other characteristic protected by law applicable to the state in which you work.