Sales Account Manager

Position Title
Sales Representative / Account Manager

Position Overview
We are looking for an ambitious and driven Sales Representative / Account Manager to sell our purpose-built Warehouse Management System to small-to-medium-sized businesses (SMBs) with complex warehousing needs.

You will be responsible for the full sales cycle, from prospecting to closing deals and nurturing relationships. Ideal candidates must have experience selling B2B technology solutions, a proven track record of meeting revenue targets, and a deep understanding of supply chain or warehouse management processes.

Key Responsibilities

1. Prospecting and Lead Generation
2. Identify, research, and qualify potential clients in light manufacturing, distribution & logistics, food & beverage, and mid-sized retail/eCommerce segments.
3. Use ICP criteria to target businesses with revenues between 50M and 500M, focusing on those experiencing significant warehouse complexity or growth.
4. Solution Selling and Consultative Approach
5. Conduct discovery calls and site visits (virtual or in-person) to understand client pain points: inventory accuracy, scalability, traceability, and manual data capture issues.
6. Position GraniteWMS's value proposition, emphasizing flexibility, scalability, integration with mid-market ERPs, and the subscription model that includes ongoing support and upgrades.
7. Product Demonstrations and Presentations
8. Prepare and deliver compelling demos highlighting features: barcoding, real-time visibility, ERP integrations (e.g., Sage 300, Acumatica, SAP Business One), and the Sure-Step implementation methodology.
9. Customize presentations to address specific industry regulations (e.g., batch traceability for food & beverage) and company needs.
10. Pipeline Management and Forecasting
11. Maintain a robust pipeline using CRM tools; track leads, opportunities, and follow-ups.
12. Provide accurate sales forecasts and regular status reports, ensuring predictable pipeline flow.
13. Account Management and Customer Success
14. Collaborate with Customer Success and Implementation teams to ensure a seamless onboarding experience for new clients.
15. Foster long-term partnerships by proactively monitoring customer satisfaction, identifying upsell opportunities, and ensuring alignment with evolving warehouse needs.
16. Market Insights and Feedback
17. Keep abreast of market trends, competitive offerings, and customer challenges in SMB warehousing.
18. Communicate industry feedback and product enhancement requests to internal stakeholders for continuous improvement of GraniteWMS.

Qualifications

1. Education and Experience
   Bachelor's degree in Business, Supply Chain Management, or a related field preferred. 3-5 years of successful B2B sales experience in software/SaaS-experience in supply chain, ERP, or warehouse management is highly desirable.
2. Technical and Industry Knowledge
   Familiarity with ERP systems (e.g., Sage 200/300, Acumatica, SAP Business One) and basic understanding of integration processes. Understanding of warehouse workflows (receiving, picking, packing, shipping) and the value of barcode scanning and mobile interfaces.
3. Sales Skills
   Proven track record of meeting or exceeding sales targets in a technology-focused environment. Strong consultative approach: able to ask probing questions, listen actively, and offer tailored solutions aligned with pain points. Excellent presentation and negotiation skills, capable of articulating ROI to diverse stakeholders, from warehouse managers to executive leadership.
4. Soft Skills
   Relationship Builder: Skilled at establishing trust and credibility, positioning as a long-term partner. Agile and Change-Oriented: Comfortable in a fast-paced environment and quick to adapt strategies based on customer feedback. Results-Driven: Motivated by achieving sales goals and contributing to company growth. Team Player: Works well with cross-functional teams (Marketing, Customer Success, Technical Support) to drive deals forward.
5. Additional Requirements
   Willingness to travel (up to 20-30%) for client meetings, conferences, or onsite demos, depending on location. Strong command of English required; additional language skills beneficial for global outreach.

Performance Metrics

1. Revenue and New Logos: Achieve and exceed quarterly/annual targets for new client acquisition within the ICP.
2. Pipeline Growth: Maintain an active, healthy pipeline with steady progression through sales stages.
3. Customer Satisfaction and Retention: Support high client retention by selling appropriate solutions and ensuring post-sale handoff is smooth.
4. Product and Market Knowledge: Stay current on industry trends, share client feedback, and leverage competitive insights to enhance sales pitches.

Desired Skills:

• Supply Chain
• Logistics
• ERP
• Sales
• Prospect new customers

About The Employer:

Why Join us?
- Impactful Product: Help SMBs modernize their warehouse operations and eliminate manual processes through a uniquely flexible WMS.
- Supportive Culture: Join a team dedicated to long-term customer relationships, rapid support, and ongoing solution improvements.
- Growth Opportunities: Leverage a dynamic market with proven case studies, a robust ICP, and the chance to shape future.
- Attractive Compensation: Competitive base salary plus commission structure, aligned with performance and company growth.

Application Process
Interested candidates should submit their CV and a brief cover letter highlighting their experience in selling software solutions to SMBs in supply chain or related fields. Include any notable success stories or relevant achievements.

Employer & Job Benefits:

• Basic
• Commission
• Petrol
• Cell