Account Manager

Strella; Pennsylvania; On-site; USD 90,000 - 140,000; Full time

Job summary

Strella is seeking an Account Manager to own customer success for its ripening and shelf-life intelligence platform. You will deploy, support, and manage enterprise accounts across the East Coast, collaborating with Sales and Revenue leadership to drive renewals and expansions.

You will work with operations, QA, and leadership teams to design, deploy, and optimize Strella solutions. The role blends hardware and software expertise with strong relationship management to grow adoption and retain

Qualifications

• 5+ years managing complex B2B or enterprise customer relationships.
• Strong business acumen to understand customer priorities and objectives.
• Ability to communicate across frontline operations to senior executives.
• Highly organized, analytical, and process-oriented with multiple accounts.
• Comfortable working with hardware and software in operational environments.
• Travel regularly to customer sites, primarily across the Eastern U.S.
• Bachelor’s degree required; MBA or advanced degree preferred.
• Spanish fluency strongly preferred; fresh produce or supply‑chain experience a plus.

Responsibilities

• Build trusted, long-term relationships across customer organizations.
• Support renewals, expansions, and upsell opportunities with demonstrated value.
• Develop understanding of stakeholders to drive adoption and expansion.
• Provide technical input during late-stage sales conversations and site rollouts.
• Be the primary technical contact and coordinate with Eng/Prod resources.
• Translate technical insights into actionable recommendations for execs.

Skills

B2B account management

Customer relationship management

Cross-functional collaboration

Analytical thinking

Hardware & software fluency

Travel willingness

Education

Bachelor's degree

MBA preferred

Tools

CRM

ERP

WMS

Operational data platforms

Job description

Role: Account Manager – Ripening Solutions

Location: Remote – East Coast required; Philadelphia/New Jersey strongly preferred

Reports to: Chief Revenue Officer

More than 40% of all fresh produce is wasted in the U.S.—over $17 billion annually—creating more carbon emissions than all U.S. transportation combined. Strella’s mission is to reduce food waste by bringing intelligence, predictability, and automation to the produce supply chain.

Strella uses proprietary sensor technology and predictive analytics to measure and forecast shelf life, enabling suppliers, ripeners, and retailers to make better operational decisions. After five years of commercial deployment, we are entering a high-growth phase and expanding our enterprise customer footprint.

The Role

As an Account Manager, you will serve as the owner of customer success for Strella’s automated banana ripening and shelf-life intelligence platform. This role blends deployment support, product operations, and ongoing account ownership.

You will work directly with our customers’ operations, QA, and leadership teams to design, deploy, and optimize Strella solutions in real-world ripening environments. While highly detailed and process-driven, this role also requires strong relationship management skills—you will be a trusted partner to customers and a key contributor to account growth, retention, and expansion.

This is a hands‑on role for someone who enjoys working at the intersection of hardware, software, data, and fresh food operations.Success in this role requires the ability to understand a customer’s business, navigate complex organizations, and communicate effectively from frontline operations through senior leadership.

Key Responsibilities

• Build trusted, long‑term relationships across customer organizations, from frontline operations and QA teams to senior leadership.
• Partner with Sales and Revenue leadership to support renewals, expansions, and upsell opportunities through demonstrated value.
• Develop a strong understanding of customer organizations, priorities, stakeholders, and decision‑making processes to drive adoption and identify opportunities for expansion.
• Contribute technical expertise during late‑stage sales conversations, expansions, and new site rollouts.
• Serve as the primary technical point of contact and first line of support for customers, troubleshooting issues directly and engaging Engineering or Product resources as needed.
• Translate complex technical insights into clear, actionable recommendations for operational and executive stakeholders.

Solution Engineering & Deployment

• Lead technical onboarding, configuration, and deployment of Strella’s hardware and software across customer facilities.
• Develop a deep understanding of customer workflows, SOPs, facility layouts, and KPIs to ensure optimal system performance.
• Diagnose and resolve technical, data, and process‑related issues in collaboration with Engineering and Product teams.
• Support customer trials and pilots by defining success metrics, validating performance, and documenting outcomes.

Product & Process Feedback

• Act as the voice of the customer internally, surfacing feature requests, usability feedback, and operational insights.
• Participate in structured user testing and validation of new software features and hardware updates.
• Help define best practices, documentation, and scalable deployment processes as Strella grows.

Desired Qualifications & Experience

• 5+ years of experience managing complex B2B or enterprise customer relationships, with demonstrated ownership of strategic accounts, implementations, and customer expansion
• Strong business acumen and ability to understand customer organizations, operational priorities, and commercial objectives
• Demonstrated ability to build relationships and communicate effectively across organizational levels, from frontline operators and technical teams to senior executives
• Highly organized, analytical, and process‑oriented, with the ability to independently manage multiple customer accounts, projects, and priorities
• Comfortable working with both hardware and software systems in operational environments
• Strong aptitude for learning and working with systems such as CRM, ERP, WMS, or operational data platforms
• Ability to translate technical information and data into clear, actionable recommendations for both operational and executive stakeholders
• Comfortable working in customer facilities and navigating fast‑paced, ambiguous environments
• Willingness to travel regularly to customer sites, primarily across the Eastern U.S.
• Bachelor’s degree required; MBA or other relevant advanced degree preferred
• Professional fluency in Spanish strongly preferred
• Experience in fresh produce, perishable food, grocery retail, food distribution, or supply‑chain operations is a plus

Location: Remote – East Coast required; Philadelphia/New Jersey strongly preferred