Key Account Manager

Summary

Headquartered in sunny Los Angeles, GrayMatter Robotics is a well-capitalized AI robotics startup serving the manufacturing industry.  We empower shop floor workers with our smart robots that assist with tedious and ergonomically challenging tasks, specifically in automated surface finishing. Our proprietary GMR-AI™ software is integrated with state-of-the-art industrial robots, sensors, and tools to create application-specific turnkey solutions for customers through a Robot-as-a-Service (RaaS) model.

We help manufacturers improve the quality of life for their workforce while increasing production capacity, and reducing scrap, repair, and rework costs. As a Key Account Manager, you will join our Sales Team to identify and initiate conversations with potential clients while creating opportunities for our sales team.

Role & Responsibilities

• Lead the sales cycle from post-SDR prospecting to closing deals, including negotiations, contract discussions, post-sale follow-up, and expansions/upsells (AEs own the account and any future upsell potential).
• Stay informed about industry trends, market developments, and competitive landscape to identify new business opportunities and areas for growth.
• Engage new leads from the SDR team with a sense of urgency, conduct needs assessments, and present tailored RaaS (Robotics as a Service) solutions to meet the specific business requirements of the customer.
• Develop and implement effective sales strategies to identify, target, and acquire new clients within the manufacturing sector.
• Travel to customer sites to meet with prospective clients to build and maintain strong, long-term relationships with key decision-makers and stakeholders in existing accounts. Ensure high levels of client satisfaction and retention.
• Have a deep understanding of the products and services offered and effectively communicate their value to existing and prospective customers.
• Relay customer needs back to engineering for future product/feature development with a focus on expansion of owned accounts.
• Work closely with cross-functional teams, including marketing, engineering, and customer success, to ensure seamless delivery of robotic solutions and enhance customer experience.
• Diligently maintain accurate records of sales activities, pipeline status, and forecasts - in the CRM - with the goal of optimizing data-driven decision making..
• Share knowledge and best practices with junior sales team members, contributing to their professional development and overall team success.

Minimum Qualifications

• Bachelor's degree or equivalent years of experience in Business Administration, Marketing, Engineering or related field.
• Willingness to travel up to 75% of the time.
• 5+ years of industry sales experience in SaaS, RaaS or related fields.
• Proven track record of meeting and exceeding sales targets while maintaining  Exceptional negotiation, presentation, and closing skills.
• Excellent analytical, problem-solving, verbal and written communication skills. Ability to convey complex technical concepts in a clear and compelling manner.
• Familiarity with CRM software and other sales tools such as, but not limited to, HubSpot, ZoomInfo, etc. Ability to quickly learn and adapt to new technologies.
• Ability to thrive in a fast-paced, innovative environment with a willingness to work in a fast-paced environment with quickly changing priorities.
• Must secure work authorization in the United States and maintain ongoing work authorization beginning at the time of hire through the entirety of employment.

Preferred Qualifications

• Deep understanding of the manufacturing industry/processes..
• Experience working in or building sales pipelines in startup environments.
• Experience coaching and supporting junior sales development representatives.
• Experience navigating and mapping out multiple stakeholders within complex enterprise client organizations.

GrayMatter Robotics provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training. We celebrate diversity and are committed to creating an inclusive environment for all employees. We encourage and embrace applicants of all backgrounds to apply!

GrayMatter Robotics is committed to providing reasonable accommodations for candidates with disabilities. If you believe you require accommodations during the recruiting process, please contact [email protected] to submit your request.

Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities and activities may change at any time with or without notice.

Compensation for this position includes the base salary range of $115,000 - $150,000 USD plus uncapped commission and equity. We also provide comprehensive benefits and perks which include but are not limited to medical, dental, vision, unlimited PTO, 401(k) plan + employer match, regular offsite events, a discretionary fund for enhancing productivity and so much more! The range listed on job postings reflect the minimum and maximum new hire salary across levels in the United States.