This description is a summary of our understanding of the job description. Click on 'Apply' button to find out more. Role Description The Senior Account Manager is responsible for driving sales growth and expanding CST’s presence within an assigned territory of key biopharma, academic, government, and medical research accounts. This individual will cultivate strong customer relationships, identify and pursue new business opportunities, and promote CST’s portfolio of antibody-based products and services. You'll have the opportunity to... - Revenue Growth & Account Management (30%) - Drive revenue growth by promoting, negotiating, and strategically positioning CST’s full range of antibody products, services, and scientific solutions across assigned accounts. - Maintain and expand business within national and global key accounts, focusing on solution-based, consultative selling and long-term account development. - Develop and execute comprehensive account plans aligned with CST’s business objectives, including identifying high-potential accounts, mapping organizational stakeholders, and implementing tailored engagement strategies to maximize account penetration. - Accurately forecast sales performance, monitor pipeline health, and track/report key activities and outcomes in CRM systems (e.g., Salesforce), ensuring data-driven decision-making. - Optimize account coverage and resource allocation by prioritizing high-value accounts, planning regular on-site visits, and leveraging digital engagement strategies to strengthen relationships. - Identify opportunities for cross-selling and upselling, introducing complementary products and services to deepen account penetration and strengthen long-term partnerships. - Collaborate with internal teams to develop tailored proposals, pricing strategies, and contract negotiations that align with customer needs and company objectives. - Customer & Stakeholder Engagement (30%) - Cultivate and sustain strategic relationships with key researchers, KOLs, opinion leaders, and decision-makers across R&D, purchasing, legal, and finance functions. - Establish collaborative partnerships with shared resource facilities, core labs, and scientific teams to identify opportunities for research collaborations, product adoption, and joint scientific initiatives. - Serve as a trusted advisor to customers, providing insights, scientific guidance, and proactive solutions to address current and emerging challenges. - Deliver exceptional customer experience by anticipating needs, responding promptly to inquiries, and ensuring consistent, high-quality engagement across all touchpoints. - Partner with internal technical experts to provide scientific demonstrations, training, and troubleshooting, ensuring customers derive maximum value from CST products and services. - Cross-Functional Collaboration (15%) - Collaborate with Sales, Product Management, Marketing, R&D, Legal, Finance, and international teams to execute strategic account initiatives and deliver high-impact customer engagement. - Serve as a voice of the customer, providing timely and actionable feedback to support product development, service improvement, and commercialization strategies. - Coordinate with technical/application scientists to develop customized scientific solutions, troubleshoot challenges, and ensure seamless execution of collaborative projects. - Act as a bridge between global and regional teams to ensure alignment on account strategy, key messaging, and deliverables. - Market Intelligence & Strategic Insights (15%) - Continuously gather and analyze market intelligence, including customer trends, competitor activity, and emerging scientific needs, and communicate insights to internal stakeholders to influence strategy. - Identify and evaluate new business opportunities, including emerging scientific areas, unmet research needs, or adjacent market segments, to expand CST’s footprint. - Represent CST at scientific conferences, symposia, and customer meetings, building relationships, monitoring industry developments, and positioning the company as a thought leader. - Provide input on strategic planning and portfolio development, ensuring account strategies align with long-term company goals. - Administrative & Compliance (10%) - Maintain accurate account records, pricing agreements, and contract documentation to ensure data integrity and organizational compliance. - Ensure all activities comply with ethical sales practices, contractual obligations, purchasing regulations, and internal policies. - Manage expense budgets and reporting, ensuring timely submission of travel, meeting, and project costs. - Track and report account metrics, performance indicators, and progress toward strategic objectives, supporting management decision-making. Qualifications - Bachelor’s degree in Life Sciences or a related field. - 5+ years of experience in life science sales, preferably in pharma, biotech, or academic markets with antibody-based solutions. - Proven track record of managing complex key accounts. - Practical experience with common antibody applications (e.g., IHC, Flow Cytometry, ELISAs, High Content Imaging). - Strong functional understanding of R&D, drug discovery and diagnostic workflows. - Proven ability to manage complex sales environments and build long-term customer relationships. - Excellent communication, presentation, and time management skills. - Computer proficiency including Microsoft Office and CRM systems like Salesforce.com. - Ability to travel regularly within the assigned territory, with occasional domestic/international travel. Requirements - Master’s or Doctorate degree in Biology or related field (ideally). - Experience selling to both commercial biopharma and academic/government accounts (ideally). - Familiarity with strategic selling methodologies and scientific collaborations (ideally). - Demonstrated success in high-value solution and services selling (ideally). Benefits - Medical (BCBS) and Dental (Delta Dental) plans paid at 90%. - Vision Insurance. - Life Insurance, Short and Long Term Disability. - Flexible Spending accounts. - 401(k) Plan with 6% match. - Tuition Reimbursement. - Generous PTO package. - Parental Leave. - Pet Insurance. - Employee Assistance Program. - Onsite Subsidized Cafeteria. - Free Parking.

• Own and manage a large portfolio of established partners • Establish productive, professional relationships with key personnel in assigned partner accounts • Conduct initial onboarding and discovery with assigned partners • Send regular marketing and communications to partner sales reps • Develop joint marketing plans with premier and certified partners • Conduct strategic conversations and create business plans with key partners • Engage and guide partner sales and marketing teams on sales approach • Assess, validate and communicate partner needs on an ongoing basis • Perform brief product demos and partner portal walkthroughs to enable partners • Promote partners to attend partner portal walkthrough webinars • Assist partner adoption of KnowBe4 by adding reps to Partner Portal • Increase partner deal registrations through account mapping • Direct partners to utilize tools and content in the Partner Portal and increase partner generated leads • Close Net New business • Maintain an accurate pipeline and forecasting • Meet assigned targets for monthly sales volume requirements and objectives in assigned partner accounts • Support direct sales and customer success teams where needed to manage the overall partner relationship • Ensure partner compliance with partner agreements • Maintain accurate and thorough records in Salesforce.com for opportunities, calls, emails, notes, tasks, demos and other relevant info in compliance with policy and procedure

- Deliver new acres under signed contract within assigned region - Build a repeatable, metric-driven territory engine that increases: - Qualified rancher pipeline - Application submissions and eligibility progression - Contract velocity and close rates - Rancher experience and referral generation - Run a consultative enrollment process for smaller ranches and equity ranch opportunities - Ensure high-quality documentation and a clean handoff to Rancher Success/Onboarding post-signature. - Maintain a “no dropped handoffs” standard—ensuring prospects always have an active next step. - Translate corporate requests into clear action items for the field (and vice versa). - Ensure required deal information is captured from sales teams in a timely, usable format (acreage details, property context, status updates, decision-maker confirmation, and timelines). - Provide weekly visibility into pipeline health for the IAM segment and supported Field territories (risks, blockers, and mitigation paths).

• The Regional Account Manager (RAM) is responsible for enrolling ranchers into Grassroots Carbon’s program within an assigned geography. • Own the end-to-end territory growth motion—from prospecting and relationship development through application/eligibility progression, contracting, and close. • Report to the Chief Growth Officer and work closely with the Senior Sales Leader, Inside Account Manager (IAM), and other cross-functional teams to ensure a high-quality rancher onboarding experience. • Build a repeatable, metric-driven territory engine that increases qualified rancher pipeline, application submissions, contract velocity, and rancher experience. • Maintain sufficient pipeline coverage to consistently deliver quota. • Lead discovery conversations with ranchers to understand operations and guide them through enrollment. • Manage opportunities through contracting with urgency and accuracy. • Plan and execute regional activation strategies such as Enrollment Clinics to accelerate applications and contracting.