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Founded in 1986, KPA is a leading provider of Workforce Compliance software and consulting services. We succeed if our clients can send their employees home at night, having not experienced a workplace accident or injury. The combination of software, consulting, and training helps clients identify, remedy, and prevent workplace safety and compliance problems so they can focus on what’s important – their core business.
Help us help keep people safe and businesses working efficiently. Named as one of Built In Colorado’s Best Places to Work for six years in a row, KPA is made up of talented individuals working together for the greater good. We’re here to help our clients build safe, thriving organizations, and we’re looking for people with a common goal to help us do it.
KPA provides industry-leading SaaS solutions that help organizations manage compliance, reduce risk, and improve operational performance. Our platform enables businesses to create safer, more efficient workplaces through innovative technology and expert support. We pride ourselves on delivering measurable results for our clients.
Position Summary
The Senior Client Account Executive is a quota-carrying role responsible for driving growth, retention, and strategic engagement across a portfolio of high-value or complex customer accounts. This role requires a seasoned sales professional with deep experience in SaaS, consultative selling, and account strategy.
Senior AEs are expected to operate with autonomy, influence senior-level stakeholders, and serve as trusted advisors to KPA’s most important customers.
Key Responsibilities
Strategic Account Management:
- Own and manage a portfolio of mid-market to enterprise-level customer accounts.
- Develop and execute strategic account plans aligned with customer business objectives and KPA’s long-term growth goals.
- Cultivate relationships with C-level and executive decision-makers.
- Identify and prioritize high-impact expansion opportunities to increase ARR and overall account value.
Growth, Renewal, and Commercial Execution:
- Meet or exceed assigned revenue goals, including renewal, upsell, and cross-sell targets.
- Lead complex deal cycles from opportunity identification through pricing, negotiation, and close.
- Partner with internal stakeholders—including Customer Success, Product, and Support—to deliver a seamless customer experience.
- Forecast accurately, maintain a disciplined pipeline, and uphold CRM best practices.
Customer Engagement & Advocacy:
- Conduct strategic business reviews that showcase ROI and deepen customer engagement.
- Advise customers on best practices to maximize adoption and realize full value from the KPA platform.
- Act as the voice of the customer internally by providing insights that influence product direction and service delivery.
- Mitigate churn risks through proactive engagement and issue resolution.
Requirements:
- 5–8+ years of SaaS account management or sales experience with a strong record of success.
- Demonstrated ability to manage and grow a high-value book of business.
- Expertise in consultative selling, value-based conversations, and multi-threaded deal strategy.
- Strong executive communication, presentation, and negotiation skills.
- High proficiency in CRM tools such as Salesforce.
- Proven ability to navigate complex customer environments and influence senior stakeholders.
Preferred Qualifications:
- Experience selling compliance, EHS, HR, or risk-management SaaS solutions.
- Background working with mid-market and enterprise customer segments.
- Familiarity with MEDDICC, Challenger, or similar enterprise sales methodologies.
- Ability to drive strategic conversations around ROI, risk reduction, and operational efficiency.
Success Criteria:
- Strategic Account Management
- Executive Presence
- Business & Financial Acumen
- Consultative Selling
- Complex Deal Navigation
- Relationship Building
- Cross-Functional Collaboration
- Results & Ownership Mindset
Compensation:
- Base Salary plus Uncapped Commission
- Annual Base Salary Range of 95k-110k
- Annual On Target Earnings Range of 190k-220k
Don’t meet every job requirement? At KPA, we are dedicated to building a diverse, inclusive, and authentic workplace. Studies have shown that women and people of color are less likely to apply unless they meet every requirement. If you’re excited about the role but your past experience doesn’t align perfectly with every qualification, we still encourage you to apply! You might just be the right candidate for this or other roles.
As a growing company KPA values its employees by supporting them with a full benefits package including Medical, Dental, Vision, Flexible Spending Accounts, PTO, Paid and Floating Holidays, 401k with Company match and immediate vesting, Company-funded Life Insurance, Employee Assistance Programs, and No-cost Mental Health Benefits.
About KPA
Founded in 1986, KPA is a leading provider of Environment, Health & Safety (EHS), and Workforce Compliance software and consulting services. KPA solutions help clients identify, remedy, and prevent workplace safety and compliance problems across their entire enterprise. The combination of KPA's software, consulting services, and award-winning training content helps organizations minimize risk so they can focus on what's important—their core business.
We are passionate about what we do, how we do and why we do it. Our culture is driven by the KPA core values – Integrity, Helpful, Excellence, Agile, Respectful, and Teamwork. Success will be determined by the capabilities, energy and character of the people we bring into our organization and the performance they achieve.
KPA, with headquarters in Colorado and teammates throughout the United Sates, is recognized as one of Colorado's Best Places to Work to Work by Built In Colorado for 2025, making the list six years running.
KPA is committed to providing equal opportunity in all of our employment practices, including selection, hiring, promotion, transfer, and compensation, to all qualified applicants and employees without regard to race, religion, religious dress/grooming, color, ethnicity, sex (including sex stereotyping), sexual orientation, gender identity or gender expression, national origin, ancestry, citizenship status, creed, uniform service member status, military or veteran status, marital status, pregnancy, breast-feeding and/or pregnancy-related conditions, age, protected medical condition, leave status, physical or mental disability, genetic characteristics, or any other legally-protected status in accordance with the requirements of all federal, state and local laws. In compliance with federal law, all persons hired will be required to verify identity and eligibility to work in the United States and to complete the required employment eligibility verification document form upon hire.
If you need assistance or an accommodation due to a disability, you may contact us at [email protected].
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What you need to know about the Seattle Tech Scene
Home to tech titans like Microsoft and Amazon, Seattle punches far above its weight in innovation. But its surrounding mountains, sprinkled with world-famous hiking trails and climbing routes, make the city a destination for outdoorsy types as well. Established as a logging town before shifting to shipbuilding and logistics, the Emerald City is now known for its contributions to aerospace, software, biotech and cloud computing. And its status as a thriving tech ecosystem is attracting out-of-town companies looking to establish new tech and engineering hubs.
Key Facts About Seattle Tech
- Number of Tech Workers: 287,000; 13% of overall workforce (2024 CompTIA survey)
- Major Tech Employers: Amazon, Microsoft, Meta, Google
- Key Industries: Artificial intelligence, cloud computing, software, biotechnology, game development
- Funding Landscape: $3.1 billion in venture capital funding in 2024 (Pitchbook)
- Notable Investors: Madrona, Fuse, Tola, Maveron
- Research Centers and Universities: University of Washington, Seattle University, Seattle Pacific University, Allen Institute for Brain Science, Bill & Melinda Gates Foundation, Seattle Children’s Research Institute
