[Remote] Key Account Director

Note: The job is a remote job and is open to candidates in USA. Xirgo Technologies is a leader in IoT fleet solutions, dedicated to transforming logistics through innovative technologies. The Key Account Director will manage strategic relationships with enterprise customers, drive revenue growth, and ensure successful product adoption while identifying and developing new business opportunities.ResponsibilitiesOwn and manage relationships with enterprise customers, ensuring alignment with Xirgo’s solutions and strategyAct as the primary point of contact for assigned accounts, proactively identifying customer needs and providing consultative supportEstablish trusted advisor relationships with customer stakeholdersProvide proactive account management through frequent engagement, quarterly reviews, and consistent customer touch pointsChampion the resolution of customer issues by working closely with internal teamsUnderstand our clients’ current business processes and strategic business drivers, identify pain points and link them to our solution capabilities to deliver clear, quantifiable business valueImplement account management plans to cross-sell and upsell within existing customer baseProspect and qualify new enterprise leads using a variety of methods including cold calling, email campaigns, social platform outreach, and attending industry eventsBuild and maintain a robust pipeline of qualified opportunitiesConduct high-impact presentations and product demonstrations to stakeholders and decision-makersRepresent Xirgo at industry and partner events to enhance market presence and position Xirgo as a leader in IoTIdentify and pursue opportunities to grow existing accounts, with a focus on increasing sales volume and product penetrationIdentify and pursue new enterprise/net new business opportunities to increase market penetration and sales revenueExecute sales motions including pricing discussions, contract negotiations, and closing processes to achieve revenue and profitability targetsStay informed of industry trends, competitive landscape, and customer needsPrepare and deliver regular performance reports, forecasts, and strategic insights to internal stakeholdersUtilize CRM tools and internal processes to track account activity, sales performance, and customer interactions; provide accurate and detailed forecastsPartner with internal teams including engineering, product & program, and operations to ensure seamless execution of solutions and client satisfactionProvide input on product improvements and features based on feedback gathered from customers, prospects, and market intelligenceProvide expertise and business acumen regarding new customer acquisition as well as provide leadership from your cumulative industry, product, and company-specific experiencesSkills10+ years of experience in enterprise sales and account management, specifically in the telematics and fleet management enterprise spaceProven ability to close complex enterprise deals with long sales cyclesExceptional interpersonal and communication skills, with the proven ability to build and maintain relationships with senior leaders and key decision-makersExcellent negotiation, presentation, and contract negotiation skillsAbility to build relationships and influence stakeholders at all levelsStrategic thinker with a hunter mentality and a passion for winningExcellent knowledge of the technology landscape, including IoT, cloud solutions, SaaS, and telematics solutionsProficiency in MS Office suite, CRM and CLMProven track record managing enterprise accounts and driving business growthDemonstrated knowledge of account management strategies and processes including the ability to evaluate customer needs, overcome objections, develop business cases, and negotiate and close new businessExperience with IoT solutions including video, vehicle and asset telematics, sensors, and AI preferredExperience selling to Fortune 1000 companies is highly desirableBachelor's degree in business, engineering, or a related field is preferredBenefitsPlus sales incentive planRemote work, from homeMust have the ability to travel up to 30%Company OverviewAt Xirgo, we are the architects of confidence in motion, the future of smart fleet logistics. It was founded in undefined, and is headquartered in Attleboro, Massachusetts, USA, with a workforce of 201-500 employees. Its website is http://sensatainsights.com.