Senior Account Manager

Founded in 1986, KPA is a leading provider of Workforce Compliance software and consulting services. We succeed if our clients can send their employees home at night, having not experienced a workplace accident or injury. The combination of software, consulting, and training helps clients identify, remedy, and prevent workplace safety and compliance problems so they can focus on what’s important – their core business. 

Help us help keep people safe and businesses working efficiently. Named as one of Built In Colorado’s Best Places to Work for five years in a row, KPA is made up of talented individuals working together for the greater good. We’re here to help our clients build safe, thriving organizations, and we’re looking for people with a common goal to help us do it. 

Position Description:

KPA is experiencing significant growth and, as such, we are growing our sales team to accelerate that even further. The Senior Account Manager is a strategic member of the sales team, responsible for helping KPA achieve top line revenue growth by identifying and closing new sales opportunities within our client base.

It’s our belief that with a sales team of smart and hungry individuals, we can take a large market share over the course of just a few short years.

The role is focused on selling KPA’s Environmental Health & Safety (EH&S) compliance software and value-added services portfolio into the new and emerging markets. Our software serves as the central hub of activity for growing compliance and safety departments seeking an adaptable, quick-to-implement solution featuring built-in best practices that accelerate business processes for compliance and risk professionals. This is a challenging, exciting role that will test your sales skills, strategic thinking capabilities, and resilience.

More Specifically, you will:

• Establish relationships with senior leadership.
• Develop a deep understanding of the business needs and work to understand how KPA’s product offerings could help them accomplish those needs.
• Develop and execute a comprehensive account plan.
• Create business plans that focus on expansion through both upsell and cross-sell and then vigorously execute against that business plan.
• Build and maintain a pipeline that is 4x annual quota target taking into account that many of these expansions might have longer than normal sales cycles.
• Effectively manage the full sales-cycle which, in this case, starts with opportunity generation, executive buy-in, and contract signature.
• Prioritize opportunities and coordinate internal KPA resources to provide the best client experience.
• Use Salesforce to continuously update and maintain active deals for pipeline management, daily activity, and sales forecasting.
• Rapidly become proficient in the value proposition of KPA’s offering and demonstrate the ability to deliver that message in person, via webinar, and by phone.
• Actively participate in team meetings, share best practices, and maintain a positive, team player attitude – motivating others as necessary.
• Collaborate cross-functionally with Marketing, SDRs, Product, Implementation, and Executive Team to maximize sales pipeline, bookings and provide feedback into long-term KPA strategy.

Success Criteria:

• Ambitious. You know how to define personal success and build a sales pipeline to get there. You’re always thinking ahead to the next sale. KPA is growing and we are all ready to celebrate your successes in sales
• Problem-Solver. When issues arise, you don’t stop looking for solutions until you have an answer. You’ll rely on peers and executives alike for advice to understand the people, systems, and process issues that may be holding your sale back.
• Agile. The first answer isn’t always the best. You’ll find the right recommendations for your customers by collaborating with teammates.
• Listener. Connect with prospects and recommend the right solutions by collaborating with sales engineers, EHS experts and client success
• Technical. You have used Salesforce and modern tech to support your efforts, and can sell services and software to our new markets

Qualifications/Requirements:

• 5-10 years of full cycle sales experience, specifically in a B2B SaaS environment
• Experience selling into the manufacturing, construction, transportation, and/or energy industries a plus
• Experience selling a more complex sales cycle that involves the C-Suite
• Possess Grit, Discipline, and Competitive Drive to achieve results (and a track record to back it up)
• Discovery skills: can lead a conversation to uncover pain points, strong intellectual curiosity to uncover why buyers will buy and how to leverage that information
• Presentation skills: can connect the dots and clearly communicate how the solution solves the customers’ pain points 
• Proficient working with modern tools and technologies, for example Salesforce, ZoomInfo, LinkedIn Sales Navigator, etc. as well as MS Office suite (including Outlook, Word, Excel and PowerPoint)
• Positive attitude and a team player 
• Professional appearance and executive presence 

Compensation:

• Base Salary Range of 90-100k
• Annual On Target Earnings of 180-200k

Location:

• KPA is headquartered in Westminster, CO just outside of Denver. We operate in a hybrid, remote-first work model where local employees can go into the office for in person collaboration, team meetings, or events. This role can sit 100% remote, only being expected to attend in-office events on an infrequent basis (quarterly or annually). Some examples include our annual Sales Kickoff Event or Quarterly Business Reviews.

Don’t meet every job requirement? At KPA, we are dedicated to building a diverse, inclusive, and authentic workplace. Studies have shown that women and people of color are less likely to apply unless they meet every requirement. If you’re excited about the role but your past experience doesn’t align perfectly with every qualification, we still encourage you to apply! You might just be the right candidate for this or other roles.

As a growing company KPA values its employees by supporting them with a full benefits package including Medical, Dental, Vision, Flexible Spending Accounts, PTO, Paid and Floating Holidays, 401k with Company match and immediate vesting, Company-funded Life Insurance, Employee Assistance Programs, Mental Health Benefits, and Pet Insurance.

About KPA

Founded in 1986, KPA is a leading provider of Environment, Health & Safety (EHS), and Workforce Compliance software and consulting services. KPA solutions help clients identify, remedy, and prevent workplace safety and compliance problems across their entire enterprise. The combination of KPA's software, consulting services, and award-winning training content helps organizations minimize risk so they can focus on what's important—their core business.

We are passionate about what we do, how we do and why we do it. Our culture is driven by the KPA core values – Integrity, Helpful, Excellence, Agile, Respectful, and Teamwork. Success will be determined by the capabilities, energy and character of the people we bring into our organization and the performance they achieve.

KPA, with headquarters in Colorado and teammates throughout the United Sates, is recognized as one of Colorado's Best Midsize Places to Work by Built In Colorado for 2024.

“To be ranked in Built In’s Best Places to Work Awards is a recognition of KPA’s dedication to creating a team of outstanding professionals and our efforts to create a positive and safe workplace culture for everyone,” said Chris Fanning, KPA President and CEO. “I believe we’ve developed a high caliber organization comprised of passionate people who are experts in their respective fields and deliver great value to our customers.”

KPA is committed to providing equal opportunity in all of our employment practices, including selection, hiring, promotion, transfer, and compensation, to all qualified applicants and employees without regard to race, religion, religious dress/grooming, color, ethnicity, sex (including sex stereotyping), sexual orientation, gender identity or gender expression, national origin, ancestry, citizenship status, creed, uniform service member status, military or veteran status, marital status, pregnancy, breast-feeding and/or pregnancy-related conditions, age, protected medical condition, leave status, physical or mental disability, genetic characteristics, or any other legally-protected status in accordance with the requirements of all federal, state and local laws. In compliance with federal law, all persons hired will be required to verify identity and eligibility to work in the United States and to complete the required employment eligibility verification document form upon hire.

If you need assistance or an accommodation due to a disability, you may contact us at [email protected].