Key Account Manager, Enterprise (New & Existing Accounts)
Americas, Remote
Imagine the What. Build the How.
Whether enabling delivery drivers to make quicker deliveries, matching a patient with their medication or allowing retailers to make store operations more efficient, our AI-powered technology automates workflows and provides actionable insights to help businesses in a variety of industries. Join us, as we continue to expand, grow and innovate, and help take Scandit to the next level.
Our Work Model
Remote: This is a remote role. You must be based in USA, and have the right to work there
About the Role
In this value & solution-selling role, you connect customers' business outcomes, such as lower operating costs, faster workflows or better on-shelf availability, to Scandit's Smart Data Capture Platform. Behind them is 17 years of our own machine learning, built on our three founders' ideas on how to capture, categorize and orchestrate data. It powers the Vision AI that runs through every product, giving decision-makers pure data to act on.
This new role reports up through Dean Lucente, Head of Sales, Americas. You will run your territory like your own business: your book of business will consist of both prospective and existing accounts. You will build your pipeline, close new contracts with new clients as well as retain and expand Scandit’s footprint in existing accounts. Our priority markets: healthcare, specialty retail, grocery, home improvement, logistics and airlines, plus manufacturing, life sciences, technology, utilities and public sector.
What You Will Do
- Build your pipeline, win new logos and grow existing accounts.
- Own your territory plan and defend where you spend your time with evidence.
- Qualify the account and opportunity, leading with the customer's problem and business outcome, not features or the device.
- Sell to C-level and line-of-business leaders across accounts, tell a champion from a helpful contact, and reach the economic buyer.
- Run multi-stakeholder deals to signature, including the ROI case, pricing and negotiation, with BDRs, Deal Desk, Marketing, Product & Engineering.
Who You Are
- 5+ years as an enterprise software AE, with new logos and account growth, evidenced by attainment: quota, number and year.
- Trained in a solution-focused sales method you have used to qualify and close enterprise deals across a customer's whole operation.
- Strong business acumen: you sell to Directors and the C-Suite beyond IT and Operations and tie solutions to costs or revenue. Or you can demonstrate your ability to do so, if you don’t.
- Solution oriented and commercially sharp: you build proposals based on ROI. Base-level pricing or margin-based commission experience is a plus.
- You own your number, solve problems with evidence, thrive on feedback and coaching, and already use AI in your sales process.
We Support Your Sales Career
- World class tech stack to make you as productive as possible: Salesforce, Gong, Highspot, DealHub, a dedicated deal desk, and Claude
- Company and sales onboarding track to get you selling fast
- Regular regional and company wide sales events to ensure collaboration, communication and alignment: e.g. Quarterly reviews in Boston, and a yearly company outing
- Dedicated support from Business Development Representatives, Partnerships, Marketing, Customer Success, Sales Operations and Sales Enablement
- Flat, accessible leadership structure to support in commercial activities: win as a team.
- Feedback and coaching oriented culture, ownership of your territory with opportunity to shape our GTM approach, and a clear path into larger books of business or sales leadership as we grow.
What We Offer
Here are some of the reasons people choose to build their career at Scandit:
- Certified as a Great Place To Work for four years in a row
- Rated 4/5 by our employees on Glassdoor
- Access to Claude Cowork and Claude Code, plus a budget to experiment with other AI tools
- Weekly “How to Use AI” sessions and internal AI Champions to help turn your ideas into reality
- A share in our success through an individual equity plan
- Extra days off on top of your annual leave
- Office shutdown days, global team events and innovation hackathons
Plus specific benefits depending on the location you are joining.
You could be the difference
At Scandit we strive to create an inclusive environment that empowers our employees. We believe that our products and services benefit from our diverse backgrounds and experiences and are proud to be a safe space for all.
All qualified applications will receive consideration for employment without regard to race, colour, nationality, religion, sexual orientation, gender, gender identity, age, physical [dis]ability or length of time spent unemployed.
Imagine the What. Build the How.