Global Account Manager

Global Account Manager (Remote, US)
Company Overview 

For over 20 years, FoodChain ID has been a leader in the New Food industry, helping companies meet the rising demand for transparency, accountability, safety, and sustainability. Our services include Non-GMO Project verification, USDA Organic certification, BRC and SQF certification, and more. Today, more than 30,000 companies across 100+ countries rely on FoodChain ID to ensure product integrity and food chain safety and transparency, one client, one product at a time. 

Position Summary 

The Global Account Manager manages and grows an assigned book of global enterprise accounts across FoodChain ID’s full portfolio, including TIC services, Digital Solutions, SaaS, DaaS, regulatory solutions, certification, and related technical services. 

This is a strategic account growth role focused on renewals, expansion, whitespace identification, wallet share growth, referral pipeline generation, relationship health, account planning, and commercial execution. 

The role works with large food and beverage companies and must navigate complex buying groups, long sales cycles, senior stakeholders, global account structures, and internal teams across functions and regions. 

Key Responsibilities 

Account Growth and Revenue Performance 

• Own sales bookings performance against assigned monthly, quarterly, and annual targets 

• Grow assigned global accounts through renewals, expansion, cross sell, upsell, and enterprise license opportunities 

• Identify revenue opportunities across FCID’s full portfolio of services and solutions 

• Translate customer strategy, business drivers, and operational needs into actionable commercial opportunities 

• Develop and execute account strategies that support growth, retention, and long term customer value 

• Lead renewal planning and execution across assigned subscriptions, services, and enterprise agreements 

• Maintain visibility into wallet size, whitespace, account potential, and expansion paths 

Referral Pipeline and Opportunity Conversion 

• Generate referral pipeline from active enterprise deal motion, account plans, whitespace reviews, and managed account expansion work 

• Meet assigned referral pipeline expectations, including monthly sales scorecard and incentive plan targets 

• Convert referral value into active, qualified opportunities 

• Track referral bookings, realized referral impact, conversion status, next steps, and commercial ownership 

• Partner with Sales, Enterprise Solutions, Regulatory Solutions, TIC, and Digital Solutions teams to move referrals into viable opportunities 

• Document blockers, mitigation plans, customer commitments, and follow up actions in Salesforce 

Strategic Account Planning 

• Create and maintain global account plans for assigned accounts 

• Identify whitespace, stakeholder maps, customer priorities, business risks, renewal timing, and growth opportunities 

• Present account plans and business performance updates on a regular cadence 

• Define clear account priorities, risks, mitigation actions, and next steps before each 1:1 or business review 

• Align FCID’s value proposition to the customer’s business strategy, operating model, and compliance needs 

• Partner with internal subject matter experts to assess solution viability and shape customer recommendations 

Customer and Stakeholder Management 

• Serve as the primary commercial liaison between FCID and assigned global accounts 

• Build trusted relationships with senior leaders, decision makers, technical buyers, procurement, and executive sponsors 

• Maintain relationship health through proactive communication, follow up, customer feedback, and issue resolution 

• Bring internal leaders into strategic customer conversations early and appropriately 

• Lead customer meetings, business reviews, account planning sessions, and on site visits when required 

• Escalate customer risks, service concerns, commercial blockers, and renewal threats with clear action 

 Plans 

• Drive account penetration by expanding relationships beyond existing contacts, building a diverse network of key stakeholders and influencers within customer organizations. 

Sales Operating Discipline 

• Maintain accurate Salesforce records for accounts, referrals, opportunities, notes, next steps, contacts, dates, and account plans 

• Keep referral status, opportunity linkage, conversion information, and follow up actions current 

• Complete campaign follow up, account plan actions, and customer commitments by assigned due dates 

• Track open blockers, overdue approvals, trip report risks, customer follow up needs, and internal dependencies 

• Manage pipeline funnel to support forecast accuracy, linearity, and revenue predictability 

• Provide regular updates on bookings performance, referral generation, conversion progress, pipeline quality, and account risks 

Cross Functional Collaboration 

• Partner with Product, Marketing, Sales, Customer Success, Support, Operations, Regulatory Solutions, TIC, Digital Solutions, and executive sponsors 

• Coordinate internal resources to support customer needs and commercial growth 

• Work with technical experts to shape solutions that are commercially viable and operationally deliverable 

• Support internal alignment before customer facing commitments are made 

• Share customer insights, market trends, competitive intelligence, and product feedback with internal teams 

Qualifications and Experience 

• 7+ years of sales, account management, or strategic customer growth experience 

• Proven success managing complex enterprise or global accounts 

• Experience growing existing accounts through expansion, renewal, cross sell, and upsell motions 

• Experience selling SaaS, DaaS, technical services, regulatory solutions, certification services, or related B2B solutions 

• History of managing large, complex deals and enterprise level customer relationships 

• Experience selling into or supporting Food and Beverage, Consumer Goods, Ingredients, Regulatory, TIC, Digital Solutions, SaaS, DaaS, or similarly complex B2B industries 

• Strong understanding of sales process, pipeline management, opportunity qualification, referral conversion, forecasting, and account planning 

• Experience working with Salesforce or similar CRM systems 

• Ability to travel domestically and internationally as required 

• Bachelor’s degree in business or related field preferred 

Success in This Role Looks Like 

• Assigned accounts grow through clear account planning and disciplined execution 

• Referral pipeline is consistently generated, qualified, converted, and tracked 

• Salesforce accurately reflects account activity, referral status, opportunity linkage, and next steps 

• Customer relationships are healthy, proactive, and supported by clear stakeholder maps 

• Renewals are managed early, risks are escalated, and expansion opportunities are identified before they become urgent 

• 1:1 conversations are grounded in data, risks, commitments, and practical next steps 

• Internal teams understand the account strategy and support needed to move business forward 

FoodChain ID, Inc. 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, 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.

If you require reasonable accommodation in completing this application, interviewing, completing any pre-employment testing, or otherwise participating in the employee selection process, please direct your inquiries to our Human Resources Department at [email protected].