Key Account Executive

The Key Account Executive (KAE) is responsible for managing and growing relationships with the company’s most important and high-potential customers as well as marque new logo brands. This role focuses on building long-term partnerships, driving net new and upsell/cross sell revenue growth, and ensuring customer satisfaction by aligning client business objectives with the company’s solutions and services. The KAE acts as the primary point of contact for Key Accounts, coordinating internal resources to deliver value and strengthen the customer relationship.

• Responsible for targeting a portfolio of net new logos to establish a landing opportunity for Bitsight. (Apx. 40)
• Develop account plans, own the strategy by persona, and execute strategies to achieve a new logo win.
• Help coordinate handoff to CSM for on-boarding and ensure customers objectives are met.
• Account Management & Growth
• Own and manage a portfolio of Key Accounts with a focus on retention and expansion. (Apx. 80)
• Develop account plans, set revenue goals, and execute strategies to achieve growth targets.
• Identify upsell, cross-sell, and renewal opportunities within accounts.
• Serve as the trusted advisor and main point of contact for clients.
• Build and maintain executive-level relationships within customer organizations.
• Conduct regular business reviews to demonstrate ROI and align on future strategy.
• Partner with Sales Engineering, Marketing, Customer Success, and Product teams to deliver customer value.
• Act as the customer advocate internally, ensuring product and service offerings align with client needs.
• Coordinate with Legal and Finance teams on contract negotiations and renewals.
• Market & Industry Insight
• Stay informed on industry trends, customer business challenges, and competitive landscape.
• Leverage insights to position the company as a thought leader and trusted partner.
• Operational Excellence
• Maintain accurate account data, forecasts, and pipeline in CRM.
• Track performance against KPIs, including revenue growth, customer satisfaction, and retention.
• Ensure timely resolution of issues impacting customers.

• Bachelor’s degree in Business, Marketing, or related field (MBA preferred).
• 10+ years of experience in enterprise sales or higher, account management, or customer success with a track record of success managing large or strategic accounts.
• Strong consultative selling, negotiation, and relationship management skills.
• Proven ability to develop executive-level relationships and influence decision-making.
• Excellent communication, presentation, and interpersonal skills.
• Experience working in a cross-functional, fast-paced environment.
• Familiarity with CRM tools (e.g., Salesforce, Hub Spot, Clari) and account planning methodologies.

• Strategic thinker with the ability to translate customer needs into business opportunities.
• Results-driven, with a focus on revenue growth and long-term partnership.
• Strong problem-solving skills and ability to navigate complex organizations.
• High emotional intelligence, resilience, and adaptability.
• Collaborative and team-oriented mindset.