Job Title: VP, Account-Based Sales & Management
Company: Kanda Software
Long term, full-time remote job
Location: Remote
Department: Revenue / Sales Leadership
Start: ASAP

About Kanda Software

Kanda Software is a $30M software product engineering powerhouse that partners with fast-growing tech companies and Fortune 1000 enterprises to design, build, and scale mission-critical software. With deep expertise in cloud-native platforms, SaaS, data engineering, and AI/ML integration, we turn complex business challenges into scalable, elegant solutions.

Role Overview

As VP of Account-Based Sales & Management, you will be the executive leader responsible for driving strategic revenue expansion across our high-value enterprise accounts (typically $100M–$5B+ in revenue). This is a high-impact role at the core of our growth strategy, focused on deepening client engagement, expanding wallet share, and orchestrating executive-level partnerships. You’ll lead cross-functional revenue motions and be accountable for growth across a targeted portfolio of accounts.

Key Responsibilities

• Enterprise Account Growth Strategy
• Design and execute multi-year growth plans for a portfolio of strategic accounts.
• Prioritize accounts based on TAM, tech fit, and strategic alignment with Kanda’s core competencies.
• Executive Relationship Development
• Build and expand relationships with senior stakeholders — CIOs, CTOs, Heads of Product, and Business Line Executives.
• Serve as the executive sponsor and trusted advisor to client leadership.
• ABM Execution & Team Leadership
• Drive Account-Based Marketing (ABM) strategies in collaboration with Marketing and Delivery.
• Lead or mentor a pod of Account Directors or Senior Account Managers tied to key verticals (e.g., Digital Health, SaaS, FinTech).
• Sales Opportunity Creation & Conversion
• Identify whitespace, originate new initiatives, and lead pursuit strategy for expansions, renewals, and upsells.
• Own commercial negotiation and renewal execution at the enterprise level.
• Cross-Functional Collaboration
• Partner with delivery leadership to ensure alignment on resourcing, solution design, and value realization.
• Coordinate with marketing, pre-sales, and product teams to tailor go-to-market plays by account.
• Revenue Leadership & Reporting
• Own and forecast a defined revenue quota tied to your portfolio.
• Provide insight and accountability to CRO and executive leadership on pipeline health, growth potential, and account-level risks.

Ideal Candidate Profile

• 10+ years of enterprise account management and consultative sales experience in software product engineering or IT services
• Proven ability to manage $2M+ annual revenue per account and grow enterprise relationships into $5M+ programs
• Deep understanding of enterprise technology buying cycles and C-level engagement
• Comfortable navigating complex org structures, from procurement to product to technical leadership
• Strong storytelling and commercial negotiation skills

Bonus Points For

• Experience with mid-market and enterprise clients in SaaS, Healthcare, or FinTech
• Familiarity with HubSpot, Salesforce, or other CRM systems
• Prior leadership of ABM programs or pod-based account teams