Sr. Account Manager

We collaborate and innovate…

At Top Hat Engineering, we’re revolutionizing supply chain management with cutting-edge Software & Mechanical solutions that empower businesses to optimize operations, reduce costs, and scale efficiently. Our platform is trusted by industry leaders, and we’re on a mission to transform how supply chains operate globally. Join our dynamic team and be part of the innovation driving the future of logistics and procurement.

If you are interested in leveraging your talents to drive innovation, customer satisfaction, market growth, personal development and industry change in a dynamic teamwork environment---please explore the opportunities within our world class supply chain team!

Position Summary:

We're seeking a highly motivated and results-driven Senior Sales Representative with a strong background in Advanced Automation within Warehouses to join our team as a dedicated "hunter" for new business. The ideal candidate will be responsible for identifying, prospecting, and closing new logos to expand our market share. This role requires a proven ability to independently manage the full sales cycle, from initial outreach to contract negotiation, with a strong emphasis on lead generation, and building a robust pipeline of new opportunities using both new and existing contacts. The successful candidate will be a strategic thinker with a tenacious spirit, leveraging their deep industry expertise to build rapport with key stakeholders and demonstrate the value of our solutions to secure new client partnerships.

Primary Duties and Responsibilities:                                                                                     

• Drive Revenue: Identify, engage, and focus on expanding market share and unlocking new opportunities for sustainable growth.
• Own Key Relationships: Serve as the primary advisor for new and existing clients, understanding their evolving supply chain needs (e.g., established processes, automation goals, labor demands, inventory optimization, etc.) and aligning our SaaS solutions to their goals.
• Drive Expansion: Identify upsell/cross-sell opportunities, negotiate renewals, and collaborate with internal stakeholders to close expansion deals.
• Champion Success: Partner with various support teams to ensure seamless onboarding, adoption, and ROI realization.
• Strategic Planning: Lead quarterly business reviews (QBRs) to showcase value, address pain points, and co-build roadmaps for future collaboration.
• Voice of the Customer: Advocate for client needs internally, sharing feedback with Product and Marketing to shape platform enhancements.
• Exceed Metrics: Deliver against targets for net revenue retention (NRR), customer satisfaction (CSAT/NPS), and expansion revenue.

Qualifications:

• Bachelor's degree in Engineering (Mechanical or CS), Business Management, or related field.
  
• 10+ years in account management, customer success, or sales roles, preferably in SaaS, supply chain, or enterprise software.
• Proven Closer: Track record of retaining and growing high-value accounts (six, seven, or eight-figure ARR) in complex sales cycles.
• Supply Chain Savvy: Deep understanding of material handling systems, advanced automation, software, labor applications, inventory management challenges and how technology solves them.
• Trusted Advisor: Ability to engage C-suite, IT, and operations leaders with executive presence and strategic insights.
• Problem-Solver: Passion for diagnosing client pain points, building ROI-driven business cases, and delivering tailored solutions.
• Tech Proficiency: Skilled in CRM tools, Microsoft Suite, and collaboration platforms (Slack, Teams).
• Ability to safely lift, carry, push, and pull objects weighing 40+ pounds.
• Ability to stand and walk for extended periods of time, including throughout full work shifts.
• Ability to follow safety procedures, wear required personal protective equipment, and maintain a clean and organized work area.
• Reliable attendance and punctuality, including flexibility to work extended hours.

Why Join Us?

• Impact: Shape the success of industry-leading companies while advancing your career at the forefront of supply chain tech.
• Growth: Opportunities to advance into leadership roles or specialize in enterprise/strategic accounts.
• Rewards: Competitive base salary + uncapped variable pay, and benefits tailored to senior professionals.
• Culture: Join a team that values empathy, curiosity, and a relentless focus on customer outcomes.

Locations: ANYWHERE IN WITHIN THE U.S.