The Role
Own and grow enterprise accounts within an assigned vertical: drive new, add-on and renewal ARR; build strategic account plans; manage complex sales cycles; shape deal strategy and pricing; develop executive relationships; maintain pipeline and forecasting; and use CRM and productivity tools to record sales activity and achieve revenue targets.
Summary Generated by Built In
This is a remote position.
As the Key Account Director, you will be responsible for building long-term, strategic relationships with enterprise and partner accounts. Working closely with our sales, success and delivery teams, your primary focus is to increase the sales of Cycle’s software platform and services offerings to key clients within an assigned vertical. This will include both new, add-on and renewal sales. Your success will be measured by achieving the revenue goals for and by your participation in fostering the Cycle Culture. Compensation includes a competitive base salary plus a generous commission percentage and stock options.
What You’ll Do
- ● Close-Won ARR business in your territory to meet your annual quota target.
● Grow and prioritize the pipeline by developing leads, leveraging our business development team, and driving self-generated prospecting efforts.
● Own and deliver sales metrics for your assigned vertical, including forecast accuracy, pipeline creation, and ARR targets.
● Shape deal strategy by developing and implementing pricing and product approaches that align with customer needs and drive revenue growth.
● Build strategic account plans for key accounts within your vertical, incorporating multi-year expansion opportunities.
● Manage complex sales cycles coordinating documentation and responses, finalizing proposals, and presenting to executive stakeholders.
● Develop executive relationships across customer organizations, maintaining connections with corporate contacts and adjacent key stakeholders to advance deals and long-term partnerships.
● Master and deliver the Cycle value proposition, clearly articulating platform capabilities and mapping them to customer requirements and business outcomes.
● Leverage sales tools and processes by maintaining accurate and timely information in Google Workspace, Zoho CRM, Apollo, and other company systems.
Requirements
What You’ll Bring
● 3+ years of sales experience in a SaaS environment with evidence of consistent performance and growth.
● Excellent communication and relationship-building skills with the ability to prioritize and progress multiple opportunities.
● Excellent communication and relationship-building skills with the ability to prioritize and progress multiple opportunities.
● Strong relationship management capability paired with outstanding consultative skills to influence and guide enterprise customers.
● Ability to quickly learn complex technology concepts (such as test automation) and translate them into clear business value for both technical and non-technical stakeholders.
● Entrepreneurial mindset with the ability to thrive in a fast-paced startup environment, navigate ambiguity, and continuously improve processes.
● Exceptional presentation and communication skills—including sales storytelling, PowerPoint delivery, and video-conference presence—capable of simplifying and conveying complex ideas clearly.
● Curious, problem-solving mindset with the drive to understand customer challenges and connect them to impactful solutions.
Nice to Haves
● Experience with test automation and/or quality assurance in enterprise software environments.
● Background selling or working with enterprise supply chain execution systems, including:
○ WMS (Warehouse Management Systems) – e.g., Blue Yonder, Koerber, Manhattan, Softeon, Tecsys, Depsco.
○ TMS (Transportation Management Systems), OMS (Order Management Systems), LMS (Labor Management Systems).
● Prior experience selling Blue Yonder WMS or similar enterprise supply chain solutions.
● Experience working with or through System Integrators (SIs) in the supply chain execution ecosystem.
● Familiarity with enterprise deal methodologies (e.g., MEDDPICC, Challenger,) and CRM/productivity tools (Zoho, HubSpot, Google Workspace).
The Culture We Foster
Through respectful and transparent communication at all levels, Cycle Labs nurtures a strong culture of dedication between individuals and teams, with an emphasis on life-work balance. We are responsible for each other, our teams, and our customers.
- Relentless
- Authentic
- Selfless
- Transparent
- Empathetic
- Balanced
- Curious
Benefits
Why join us?
At Cycle Labs, we foster an environment of innovation, open communication, empowerment, and ultimately teamwork striving towards a shared mission. We like to have fun, empower our team members to achieve a healthy work / life balance, and foster an environment of curiosity and trust. The core values we look for in our team members are relentless, authentic, selfless, transparent, empathetic, balanced, and curious.
We offer competitive benefits including unlimited PTO (without the guilt of actually using it), hybrid work environment, health / dental / vision insurance (employer paid base employee plan), retirement matching, HSA matching, stock options, 12 company holidays, and more!
Skills Required
- 3+ years of sales experience in a SaaS environment
- Excellent communication and relationship-building skills
- Strong relationship management and consultative selling capability
- Ability to quickly learn complex technology concepts and translate to business value
- Entrepreneurial mindset; ability to thrive in fast-paced startup environment
- Exceptional presentation and remote video-conference communication skills, including PowerPoint storytelling
- Maintain accurate and timely information in CRM and productivity tools (Google Workspace, Zoho CRM, Apollo)
- Curious, problem-solving mindset with ability to prioritize multiple opportunities
- Experience with test automation and/or quality assurance in enterprise software environments
- Background selling or working with enterprise supply chain execution systems (WMS, TMS, OMS, LMS)
- Prior experience selling Blue Yonder WMS or similar enterprise supply chain solutions
- Experience working with or through System Integrators (SIs) in supply chain execution ecosystem
- Familiarity with enterprise deal methodologies (MEDDPICC, Challenger) and CRMs like Zoho or HubSpot
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The Company
What We Do
Cycle Labs is a software company that provides an end-to-end automated testing platform designed to modernize enterprise system deployments. By specializing in complex supply chain and ERP environments, including WMS and TMS, Cycle Labs helps organizations reduce operational risk and accelerate software delivery through continuous testing and smarter validation, enabling them to innovate confidently while protecting their critical infrastructure.
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