Key Account Director

Overview

Blue Yonder is seeking a high-performingKey Account Directorto grow and expand strategic relationships within our Grocery and Convenience customer portfolio. This role is responsible for driving revenue growth through upsell, cross-sell, and expansion opportunities within existing Blue Yonder accounts. The ideal candidate has a proven track record selling enterprise SaaS solutions to large retailers, building executive relationships, and developing strategic account plans that deliver measurable business outcomes. Experience selling supply chain, merchandising, planning, inventory, or analytical and optimization based solutions is strongly preferred.

Location: US-Remote with the ability to travel up to 50%

What You'll Do

• Own and execute the growth strategy for a portfolio of strategic Grocery and Convenience customers.
• Identify, develop, and close expansion opportunities across the Blue Yonder solution portfolio.
• Build trusted advisor relationships with business and technology executives, including C-suite stakeholders.
• Develop account plans, customer roadmaps, and growth strategies that align with client business objectives.
• Manage complex sales cycles from opportunity identification through contract execution.
• Collaborate with Customer Success, Solution Engineering, Services, Product Management, and Leadership teams to maximize customer value and revenue growth.
• Maintain an accurate sales pipeline and provide reliable forecasting against quarterly and annual revenue targets.
• Work with cross functional teams to create compelling business cases leveraging ROI, TCO, benchmarking, and value realization frameworks.
• Monitor customer initiatives, competitive activity, market trends, and executive leadership changes to proactively identify opportunities.
• Support commercial negotiations and contract discussions for SaaS and subscription-based software solutions.
• Act as the primary commercial contact for assigned accounts.

What We're Looking For:

• 10+ years of experience in enterprise software sales, strategic account management, solution consulting, or customer growth roles.
• Experience selling large deals with large enterprise organizations ($2B+ annual revenue) preferred.
• Success driving revenue growth through expansion sales, upsell, and cross-sell within existing enterprise accounts.
• Demonstrated ability to build and influence relationships with executive and C-level stakeholders.
• Experience managing complex SaaS sales cycles, negotiating commercial agreements, and delivering accurate revenue forecasts.
• Strong business acumen with the ability to develop strategic account plans and customer growth roadmaps.
• Proficiency in value-based selling, including ROI, TCO, benchmarking, and business case development.
• Understanding of supply chain, retail, grocery, convenience, or consumer goods industries preferred.
• Experience selling supply chain, planning, inventory, merchandising, transportation, warehouse management, or retail technology solutions is highly preferred.
• Bachelor's degree. Masters degree preferred

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The base salary range for this position is $160,000 - $175,000

The salary range information provided, reflects the anticipated base salary range for this position based on current national data. Minimums and maximums may vary based on location. Individual salary will be commensurate with skills, experience, certifications or licenses and other relevant factors. In addition, this role will be eligible to participate in either the annual performance bonus or commission program, determined by the nature of the position.

At Blue Yonder, we care about the wellbeing of our employees and those most important to them. This is reflected in our robust benefits package and options that includes:

• Comprehensive Medical, Dental and Vision

• 401K with Matching

• Flexible Time Off

• Corporate Fitness Program

• A variety of voluntary benefits such as; Legal Plans, Accident and Hospital Indemnity, Pet Insurance and much more

At Blue Yonder, we are committed to a workplace that genuinely fosters inclusion and belonging in which everyone can share their unique voices and talents in a safe space. We continue to be guided by our core values and are proud of our diverse culture as an equal opportunity employer. We understand that your career search may look different than others, and embrace the professional, personal, educational, and volunteer opportunities through which people gain experience.

Our Values

If you want to know the heart of a company, take a look at their values. Ours unite us. They are what drive our success - and the success of our customers. Does your heart beat like ours? Find out here: Core Values

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or protected veteran status.