Client Partner - Retail, CPG & Pharma

Job Description

Job Description

Who We're Looking For

Role: Client Partner – Retail, CPG & Pharma
Team: Sales Vertical: Retail, CPG & Pharma
Reports To: Managing Client Partner – Retail, CPG & Pharma
Supervisory Responsibility: This role does not currently have direct reports.
Ideal Start Date: February 1, 2027.
Location: We are a remote-first company but we prioritize candidates in New York City, Chicago, San Francisco, LA, Boston, Seattle or Philadelphia given the customer requirements of this role. We have office spaces available in all of our hubs.
Travel: This role will travel as needed for in-person customer meetings and industry conferences. Note, Knit does US All Team, in-person company events 2x per year.

Salary Range: $140K - $160K base (50% base / variable)
A Little About Us...

Knit is the AI-native research agency. We help the world's most iconic brands make confident decisions through deep customer understanding. Knit pairs our AI-native tooling with world-class researchers to run quant and qual at scale - delivering executive, decision-ready insights to inform billion dollar decisions. Teams at Amazon, Mars, T-Mobile, Paramount, McCormick, Nestle, Medtronic and 100+ others trust Knit to bring real customer voices into their biggest decisions.

Knit recently closed its Series B, raising $60M+ to date. Our team of ~80 is US remote friendly, with headquarters in our NYC midtown office. Our team is built with operating talent from Kantar, Ipsos, Deloitte, and unicorn startups. 

Come build with us!

Overview

The Client Partner – Retail, CPG & Pharma will play a critical role in driving Knit's growth in the Retail, CPG & Pharma vertical by managing and expanding our largest enterprise partnerships while also building relationships with new high-potential accounts.

You'll own a portfolio of 10–20 enterprise accounts across retail, consumer packaged goods (CPG), and pharma/healthcare (some existing, some new) with the mandate to retain, grow, and strategically expand them across brands, categories, and markets. These are organizations with large brand portfolios and complex category, commercial, and regulatory considerations, where insights teams drive decisions from shelf to patient. Acting as the commercial quarterback, you'll lead renewals, upsells, and cross-sells while prospecting into new divisions and organizations to grow your book of business.

You'll join a team that's building something category-defining, and you'll help shape how some of the world's most respected brands uncover and activate insights through AI-native research.

This is a high-impact, consultative sales role that blends strategic relationship management with commercial ownership. You'll collaborate closely with Customer Success, Research, and Product to ensure clients are realizing value while uncovering new ways Knit can help them succeed.

Primary Responsibilities

• Own and grow a portfolio of 10–20 enterprise accounts in Retail, CPG & Pharma, including both existing clients and targeted net-new logos.
• Drive renewals and expansion, ensuring every partnership grows in scope, scale, and value year over year.
• Uncover and pursue new opportunities within existing and prospective accounts—identifying new business units, teams, and use cases where Knit's platform can deliver value, such as shopper journey and path-to-purchase, packaging and claims testing, assortment and category strategy, innovation pipelines, brand positioning, and patient and HCP (healthcare professional) research.

Act as a strategic advisor to senior Consumer & Shopper Insights, Category Management, Brand, Commercial Insights, and Market Research leaders, helping them expand how they use Knit's AI-native platform across teams and business challenges.

• Develop and execute account plans that identify whitespace, prioritize client goals, map key stakeholders, and drive consistent revenue growth.
• Lead commercial negotiations —owning renewals, upsells, and cross-sells in collaboration with Sales Leadership 
• Collaborate deeply with Customer Success, Research, and Product to ensure clients realize full value from Knit today - and evolve alongside our platform as new capabilities emerge
• Represent Knit externally at Retail, CPG & Pharma conferences, client summits, and industry events, strengthening brand visibility and deepening client relationships.
• Maintain high standards for pipeline integrity, forecasting accuracy, and documentation across every stage of the renewal and expansion process.

What Success Looks Like

You'll be measured primarily by:

• Net-New Revenue: Securing new enterprise partnerships and expanding Knit's presence across target Retail, CPG & Pharma accounts.
• Net Revenue Retention (NRR): Expanding overall revenue within your account portfolio through renewals, upsells, and cross-sells
• Renewal Rate: Consistently securing on-time, value-driven renewals.
• Sales Excellence: Managing disciplined account plans, accurate forecasts, and clear collaboration across internal teams.

What You'll Own & Who You Are...

A successful candidate for this role has deep experience managing strategic enterprise accounts in Retail, CPG & Pharma, particularly within the Insights, Analytics, or Marketing ecosystem. This role is ideal for someone who thrives in consultative selling, complex relationship management, and commercial ownership.

Required:

• 7+ years of experience in enterprise account management, client partnerships, or strategic sales in the research and insights industry
• Direct experience selling into and growing accounts at retailers, CPG manufacturers, and/or pharmaceutical or healthcare companies, with a working understanding of how insights teams in these industries support Brand, Category, and Commercial teams
• Experience autonomously owning and leading customer relationships and entering new buying centers within existing Enterprise accounts
• We are specifically looking for individuals who have supported clients at Fortune 500 companies, with Insights titles (including but not limited to Chief Research/Insights Officers, VP, director-level and above)
• Experience selling $100K+ contracts to clients at Fortune 500 companies and managing $1M+ Enterprise relationships
• Proven success managing Fortune 500 clients with multi-business-unit complexity.
• Consistent track record of hitting or exceeding growth, renewal, or NRR targets.
• Experience leading commercial negotiations for six- and seven-figure contracts.
• Consultative, discovery-led approach with exceptional listening and problem-solving skills.
• Highly organized, with disciplined pipeline and account management.
• Strong collaboration skills; you are adept at leading cross-functional teams across Customer Success, Research, and Product.
• A builder's mindset; you are comfortable navigating ambiguity and energized by shaping processes as we scale.

Nice to Haves:

• Experience selling to pharma commercial/market research teams, including familiarity with HCP and patient research and compliance considerations (e.g., adverse event reporting, MLR review).
• Familiarity with retailer–manufacturer dynamics, category management, or retail media.
• Background in SaaS, AI, or technology-enabled services that drive strategic business decisions.
• Experience managing global or multi-market client portfolios.
• History of success in high-growth or startup environments where playbooks are still being written.

Perks & Benefits:

Upon joining the Knit team, you will receive:

• Competitive Salary + Commission (for applicable roles)
• Equity Options
• Healthcare (Medical, Dental, and Vision)
• Additional Coverage
• Company Laptop
• One-time Onboarding Technology Stipend
• 401(k) with Company Match
• Flexible Time-Off
• Hybrid Working
• and more...

Our Company Values We are the Championship Team. This means we: Are 1% Better Every Day

We approach situations with a growth mindset and ask "How can we make the business better?" and "What would it take?"

Play to Win

We set audacious goals and push ourselves to achieve them with a bias towards action. When we see a need, we take initiative, and hold ourselves accountable to seeing it through. 

Keep the Main Thing the Main Thing

Identify what has the biggest impact and prioritize focusing on it. 

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