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Account Manager (SMB)



Sales & Business Development
Barcelona, Spain
Posted on Wednesday, October 4, 2023

Company overview:

TraceLink’s software solutions and Opus Platform help the pharmaceutical industry digitize their supply chain and enable greater compliance, visibility, and decision making. It reduces disruption to the supply of medicines to patients who need them, anywhere in the world.

Founded in 2009 with the simple mission of protecting patients, today Tracelink has 8 offices, over 800 employees and more than 1300 customers in over 60 countries around the world. Our expanding product suite continues to protect patients and now also enhances multi-enterprise collaboration through innovative new applications such as MINT.

Tracelink is recognized as an industry leader by Gartner and IDC, and for having a great company culture by Comparably.

As SMB Account Manager you will be responsible for TraceLink's fast growing and high potential SMB customers and assisting them with their supply chain digitalization journey. Your goal is to identify the right solution for their needs and to nurture the partnership to ensure high retention. Your ability in building trusted relationships with C-suite and skill at aligning your account’s vision and priorities to TraceLink’s products will achieve your own renewal and upsell goals. You will collaborate with Marketing and Business Development to coordinate your strategy, and you will work collaboratively with a solutions consultant to present and demonstrate TraceLink’s solutions and to propose the differentiated value of partnering with TraceLink.

We welcome applications from dynamic, team oriented, driven sales talent with a strong grow mindset, high curiosity and drive.

This role is an integral part of our sales organization where you will be managing the entire sales process from initial outreach through contract negotiations. You will be responsible for the success of an assigned patch of existing account with full autonomy in building a renewal and growth strategy. You will lead the execution of our defined sales process to discover and define target account needs and map those to the TraceLink offerings. You will work collaboratively with a solutions architect to present and demonstrate TraceLink’s solutions and to propose the differentiated value of partnering with TraceLink.


  • Define sales strategies working collaboratively with sales team and management

  • Ensure high Customer retention and plan for our customer growth

  • Renew existing customer relationships

  • Support and handle customer requests to increase retention rate

  • Build and execute a sales plan to achieve revenue targets on a quarterly basis

  • Learn and understand customer challenges through deep discovery

  • Execute customer centric meetings, presentations and product demonstrations with key decision-makers and influencers

  • Develop high impact proposals which articulate TraceLink’s differentiated solution, market leadership, and unique value as a partner

  • Create a Dem Gen activities plan leveraging also SDR and Marketing team. You will have direct responsibility in executing and engaging in DEM GEN activities with your account base

  • Manage and document sales pipeline including forecasts, prospect details, current opportunities and future planned activities

  • Work collaboratively with other team members to share information, expertise and market feedback


  • 2+ years sales experience (inside or outside sales) or 2+ year customer success management/renewal

  • Written and spoken fluency in English, any other language is a plus

  • Strong business acumen

  • Previous sales experience in a SaaS and/or Cloud software environment and able to demonstrate building and executing of a sales plan to achieve target

  • Ability to work both independently and as a part of the TraceLink team

  • High proactivity, independence and drive in coordinating your job and achieving your results

  • Demonstrated understanding of and success in the sales life-cycle: prospecting, qualifying, overcoming objections and closing sales

  • Outstanding verbal, written, organizational, and interpersonal skills

  • Ability to perform in a fast-paced, challenging and dynamic startup environment

What’s in it for you?

  • A competitive salary and commission structure plus benefits and share options

  • An attractive office centrally located in Barcelona

  • An opportunity to learn and grow: a LinkedIn training account, annual tuition budget, inclusion in stakeholder meetings

  • Flexibility to draw your own career path in whichever path suits you best, with support from the Sales organization.

  • Being part of a collaborative, super friendly, and winning team