About Carrier
Carrier Global Corporation, global leader in intelligent climate and energy solutions, is committed to creating innovations that bring comfort, safety and sustainability to life. Through cutting-edge advancements in climate solutions such as temperature control, air quality and transportation, we improve lives, empower critical industries and ensure safe transport of food, lifesaving medicines and more. Since inventing modern air conditioning in 1902, we lead with purpose: enhancing the lives we live and the world we share. We continue to lead because of our world-class, inclusive workforce that puts the customer at the center of everything we do. For more information, visit corporate.carrier.com or follow on Carrier social media at @Carrier.
About This Role
Sensitech is looking for a high-impact Key Account Manager to join our Life Sciences sales team. This is not a standard account management role — you are a commercial owner responsible for driving growth across a dynamic territory that spans global enterprise accounts and local and mid-market opportunities, each requiring a different level of engagement, selling motion, and stakeholder strategy.
On enterprise accounts, you operate within a globally coordinated team, navigating complex, multi-stakeholder environments across borders and functions. On local accounts, you move with speed and efficiency, leading the full sales cycle independently. You know when to go deep and when to move fast — and you're equally effective at both. You are a strategic seller and a disciplined territory manager. You build relationships at the senior level, create opportunities where others see status quo, and drive growth across your full book of business. You carry quota and you hit it.
Reporting to the Head of Life Sciences in North America and working in close partnership with Solutions Consultants, Professional Services, and colleagues across global regions, you are the commercial owner for your territory and accountable for its outcomes.
Why This Role
You'll carry real ownership — a territory that spans the complexity of global enterprise accounts and the agility of local market deals. You'll be backed by a 30-year market leader with a growing SaaS platform, a strong internal team of specialists as your partners, and a globally coordinated organization that supports your success. If you want a role where your results are visible, your relationships matter, and your territory is yours to build — this is it.
What You’ll Do
Territory & Account Ownership
- Own revenue targets across your full territory, including enterprise accounts and a portfolio of local and mid-market accounts
- Develop and execute territory and account plans that reflect the complexity and pace of each opportunity — from long, multi-stakeholder enterprise cycles to faster, direct local deals
- Build and manage a healthy pipeline across your full book of business, with clear progression tied to customer outcomes and accurate CRM forecasting
- Drive new business development within existing accounts — expanding into new divisions, buying centers, use cases, and opportunities
- Lead contract negotiations, business reviews, RFQ responses, and renewals across your territory
Enterprise Account Engagement
- Navigate complex, global enterprise accounts with multiple stakeholders across functions, seniority levels, and geographies
- Build and maintain trusted relationships with senior decision makers and influencers — including C-suite, VP Logistics, and Directors of Supply Chain, Quality, and Commercial and Clinical Operations
- Coordinate effectively with internal colleagues and regional teams to deliver a consistent, high-quality customer experience across borders
- Partner closely with Solutions Consultants to qualify opportunities, advance complex deals, and ensure the right solution is positioned for each customer need
Local & Mid-Market Account Management
- Own the full sales cycle on local and mid-market accounts within your territory — from prospecting and discovery through proposal, negotiation, and close
- Apply a direct, efficient selling approach, leading with the most relevant Sensitech solutions and a clear, compelling ROI story
- Build relationships with regional stakeholders across procurement, logistics, quality, and operations to identify and develop opportunities proactively
Customer Engagement & Value Creation
- Run discovery that uncovers the real business problem, quantifies the impact, and connects Sensitech's solutions to measurable customer outcomes
- Adapt your communication style, solution framing, and business case approach to resonate with diverse stakeholders across seniority levels, functions, and cultural contexts
- Understand how culture and regional business norms influence buying decisions and tailor your approach accordingly
- Drive product adoption and achievement of strategic milestones post-sale in coordination with Customer Success and Professional Services
- Monitor account health and risk across your territory, proactively identifying issues and orchestrating internal resources to protect and grow the business
Cross-Functional Contribution
- Capture and share competitive intelligence, market trends, and voice-of-customer insights from across your territory with Product, Marketing, and Leadership teams
- Represent Sensitech at key regional and national industry events and trade shows
- Ensure a smooth, well-documented transition to Customer Success at close, with success criteria and customer context clearly captured
Required Qualifications
- Bachelor's Degree
- 5+ years of B2B sales experience within the Life Sciences, Pharmaceutical, Medical Devices, Biotech, SaaS, or Supply Chain Technology industry
- 5+ years of experience building pipeline, progressing deals, and consistently meeting or exceeding quota
- Valid Driver’s License
- US-based; willingness to travel up to 50%
Preferred Qualifications
- Excellent communication skills: written, verbal, and presentation, including with C-suite and VP-level stakeholders under time pressure
- Experience selling to stakeholders in Supply Chain, Logistics, Quality, Clinical Operations, Procurement and Operations
- Strong CRM discipline — Salesforce or equivalent — for pipeline management, forecasting, and account planning
- Experience selling hardware + SaaS + services
- Experience navigating multi-stakeholder, 6–18 month enterprise sales cycles
- Demonstrated ability to expand existing accounts into new divisions, geographies, buying centers or use cases
- Ability to work effectively within globally matrixed organizations, coordinating across internal teams and regional colleagues to drive account outcomes
- Demonstrated ability to manage both complex enterprise accounts and a portfolio of local accounts simultaneously
- Cold-chain, temperature-monitoring, supply-chain visibility or regulatory/compliance experience is highly desirable
- Knowledge of major account and value-based selling methodologies (Challenger, SPIN, Miller Heiman, or similar)
- MBA a plus
Pay Range
The annual salary for this position is between $96,000.00 - $192,000.00 annually. Factors which may affect pay within this range include, but are not limited to, skills, education, experience, and other unique qualifications of the successful candidate. The pay range will not be below the minimum wage applicable to the jurisdiction in which the applicant is to be employed.Other Compensation
This position is entitled to short-term cash incentives, subject to plan requirements.Benefits
Employees are eligible for benefits, including:
Health Care Benefits: Medical, Dental, Vision; Wellness incentives
Retirement Benefits
Time off and Leave: Paid vacation days, up to 15 days; paid sick days, up to 5 days; paid personal leave, up to 5 days; paid holidays, up to 13 days; birth and adoption leave; parental leave; family and medical leave; bereavement leave; jury duty leave; military leave; purchased vacation
Disability: Short-term and long-term disability
Life Insurance and Accidental Death and Dismemberment
Tax-Advantaged Accounts: Health Savings Account; Health Care Spending Account; Dependent Care Spending Account
Tuition Assistance
To learn more about our benefits offering, please click here Work with us | Carrier Corporate. The specific benefits available to any employee may vary depending on state and local laws and eligibility factors, such as date of hire and the applicability of collective bargaining agreements.
Carrier EEO Statement and Accommodations Process
Carrier is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability or veteran status or any other applicable state or federal protected class. Carrier provides affirmative action in employment for qualified individuals with a Disability and Protected Veterans in compliance with section 503 of Rehabilitation Act and the Vietnam Era Veterans' Readjustment Assistance Act.
If you require a reasonable accommodation to complete the application process, participate in an interview, or otherwise engage in the hiring process, please contact us at [email protected]. We will make every effort to meet your needs in accordance with applicable laws.
Application Deadline
Applications will be accepted for at least 3 days from Job Posting Date: 28 October 2026Job Applicant's Privacy Notice
Please click on the link to review the Job Applicant Privacy Notice.
Use of AI
Technology-enabled tools may support parts of the recruitment process, with oversight by people.
