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
EEOC Statement 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].