Key Account Manager

The Role:

Why this role matters:

As a an Account Executive, you will take a leading role in this transformation, owning strategic, high-value accounts, navigating complex buying groups, and driving outcomes that matter in key verticals like Financial Services, Retail, Manufacturing, Technology, and Healthcare.

This role sits at the intersection of Vonage’s go-to-market transformation, vertical expansion, and next-gen product adoption.

You will be responsible for engaging and closing new customers from startups to enterprises while helping Vonage capture market share from legacy platforms.

You’ll lead cross-functional engagement from discovery to deployment, and help influence how Vonage scales its business across Japan.

Your key responsibilities:

Strategic Sales Leadership

• Own the sales cycle for enterprise opportunities, from qualification through negotiation and closing.
• Develop and execute strategic account plans aligned to customer priorities and Vonage’s value proposition.
• Lead multi-threaded engagement across business, technical, and executive stakeholders in complex accounts.

Vertical Expertise & Outcome Selling

• Build deep industry knowledge in one or more of Vonage’s priority verticals.
• Deliver outcome-based value propositions, connecting Vonage’s capabilities to tangible business transformation goals.
• Leverage solution selling and challenger methodologies to create urgency and differentiate value.

Pipeline Generation & Forecasting

• Drive pipeline creation through targeted outbound strategies, ABM (Account-Based Marketing), and close collaboration with Business Development, Marketing, Channel, and Alliances.
• Maintain 4x pipeline coverage and forecast with precision using Salesforce and other sales tools (e.g., Gong, Outreach).

Cross-Functional Collaboration

• Partner with Sales Engineers, Product, Customer Success, and Professional Services to deliver tailored, scalable solutions.
• Ensure seamless handoffs post-sale to drive onboarding, adoption, and customer satisfaction.

Ideal Profile:

What you'll bring

Required:

• 5+ years of enterprise sales experience in B2B SaaS, communications, or customer experience technology.
• Proven track record of consistently exceeding $1M+ annual quotas in high-value, multi-stakeholder sales.
• Experience with complex buying cycles, including navigating InfoSec, Procurement, Legal, and C-suite.
• Strong pipeline generation capabilities with a history of self-sourcing and outbound success.
• Familiarity with Salesforce CRM, and comfort using sales enablement tools such as Gong, Outreach, and Highspot
• Deep consultative selling skills and the ability to translate technology into business outcomes.
• Industry vertical expertise or a strong desire to specialise.
• Bachelor’s degree required; advanced degree preferred.

What's on Offer?

• Opportunity within a company with a solid track record of performance
• Work alongside & learn from best in class talent
• A role that offers a breadth of learning opportunities