Sr Account Manager

THRYVE Automation

thryve.co   ·   700 Gordon Ave, Richmond, VA 23224

Senior Account Manager

REPORTS TO

Director of Sales

EMPLOYMENT

Full-time · Exempt

LOCATION

Remote, U.S.-based · HQ: Richmond, VA · travel-based role

PRIMARY MARKETS

Life Sciences · Consumer Products · Custom Filtration · Greentech / Alternative Energy · Industrial

TRAVEL

Regular travel for customer visits, trade shows, supplier meetings, and team collaboration

ABOUT THRYVE AUTOMATION

THRYVE Automation designs and builds turnkey automation systems, custom equipment, and engineered manufacturing solutions for customers across life sciences, consumer products, custom filtration, greentech / alternative energy, and industrial markets. From our base in Richmond, Virginia, we combine robotics, controls, machine vision, and deep process expertise to solve complex production challenges — and we’ve built a reputation for delivering systems our customers can count on.

We’re investing in the commercial team that will carry that reputation into new accounts and markets. This is a high-ownership, high-visibility role for someone who wants their wins to shape where the company goes next.

WHY YOU’LL WANT THIS ROLE

•  Real ownership. You own your accounts and pipeline end to end, with the autonomy to set strategy across your markets.

•  Direct impact. You report to the Director of Sales with a clear line to leadership — your results visibly move the company’s growth.

•  Something real to sell. Engineered systems you can stand behind, backed by a delivery team known for follow-through.

•  Uncapped earning potential. Your compensation scales with the value you create — no ceiling on commission.

•  Room to grow. A genuine runway into senior commercial leadership as the business scales.

PURPOSE OF THE ROLE

The Senior Account Manager is a strategic, customer-facing growth role responsible for expanding THRYVE Automation’s market presence, developing new customer relationships, and advancing complex engineered automation opportunities that align with the company’s growth plans. This role complements the Director of Sales by owning targeted account development, building qualified pipeline, and converting strategic opportunities into profitable, executable programs.

Success requires ownership, accountability, strong customer discovery, and the ability to engage stakeholders from the plant floor to executive leadership. The Senior Account Manager coordinates closely with Sales, Applications, Engineering, Project Management, Operations, Finance, and Leadership to protect customer commitments, support proposal quality, and reinforce THRYVE’s reputation for delivery.

PERFORMANCE TARGETS

•  First-year order intake target set in alignment with the Annual Operating Plan and company growth priorities — a typical target of $10 million in qualified bookings per year.

•  A healthy, qualified pipeline with accurate opportunity data, clear next steps, and consistent CRM discipline.

•  New customer acquisition, strategic account growth, target-market penetration, and forecast-contribution objectives established with the Director of Sales.

KEY RESPONSIBILITIES

Account Development & Revenue Generation

•  Identify, qualify, and advance new opportunities for turnkey automation systems, custom equipment, process automation, and engineered manufacturing solutions.

•  Own assigned accounts and target prospects through the full sales cycle — from discovery and relationship development through proposal, negotiation, and close.

•  Re-engage prior customers and leverage company systems, market intelligence, referrals, and trade-show activity to uncover new opportunities.

•  Represent THRYVE with professionalism, responsiveness, and sound commercial judgment in every customer interaction.

Target-Market Penetration

•  Develop focused account plans and outreach strategies for life sciences, consumer products, custom filtration, greentech / alternative energy, and industrial markets.

•  Identify applications, customer segments, and strategic accounts that align with THRYVE’s capabilities, capacity, and long-term growth objectives.

•  Monitor customer needs, market trends, competitor positioning, and buying behavior; translate insights into actionable recommendations for sales leadership.

Consultative Selling, Qualification & Proposal Support

•  Execute a disciplined sales process focused on customer discovery, business value, technical feasibility, commercial fit, and opportunity qualification.

•  Understand customer pain points, production flows, manufacturing constraints, budget drivers, and decision-making structures.

•  Support pricing strategy, margin protection, scope alignment, risk identification, customer-facing proposal reviews, and win/loss learning.

Pipeline Management, Forecasting & CRM Discipline

•  Maintain accurate, current, and complete opportunity data in HubSpot or the company CRM system.

•  Provide reliable pipeline updates, forecast input, and deal-risk visibility to the Director of Sales and Leadership Team.

•  Identify risks, gaps, and next steps across assigned opportunities and escalate material changes in a timely manner.

Cross-Functional Execution & Customer Success

•  Serve as the voice of the customer internally — bringing market feedback, application needs, competitive intelligence, and customer concerns into internal discussions.

•  Partner with internal teams to support a strong handoff from sale to execution, protecting scope, schedule, profitability, and customer expectations.

•  Stay engaged after award where appropriate to support relationship continuity, customer satisfaction, and future expansion.

QUALIFICATIONS & COMPETENCIES

Experience

•  7 years of B2B sales, account management, business development, or sales-engineering experience (preferred).

•  Demonstrated success selling complex engineered solutions, custom automation, capital equipment, robotics, vision, controls, machine-building, or adjacent manufacturing solutions.

•  Experience with long sales cycles, multi-stakeholder buying processes, technical discovery, and value-based selling.

•  Familiarity with life sciences, consumer products, filtration, energy, industrial manufacturing, or other engineered production environments is a strong advantage.

Skills & Capabilities

•  Strong command of consultative, solution-based selling — translating customer requirements into qualified opportunities and executable action plans.

•  Working knowledge of automation technologies: robotics, PLCs, motion control, machine vision, sensors, industrial networking, data collection, inspection, assembly, material handling, and process equipment.

•  Strong commercial judgment — able to evaluate scope, pricing trade-offs, customer fit, risk, and strategic value.

•  Proficient with Microsoft Office, Teams, email, file management, CRM systems, and sales analytics; HubSpot experience preferred.

Leadership & Character

•  High-integrity, customer-first operator trusted by customers, colleagues, and leadership.

•  Self-motivated, action-oriented, entrepreneurial, adaptable, and persistent in the face of ambiguity or setbacks.

•  Strong relationship builder with excellent written and verbal communication skills.

•  Naturally collaborative and team-centric, willing to work across functions to solve problems and advance the business.

•  Competitive and energized by targets, while maintaining professionalism, humility, and a continuous-improvement mindset.

Education

•  Bachelor’s degree in engineering, business, or a related field preferred; relevant technical and commercial experience may be considered in lieu of a degree.

•  Formal sales training, a technical-sales background, or experience in engineered manufacturing environments is preferred.

WHAT SUCCESS LOOKS LIKE — FIRST 12 MONTHS

•  Achievement of assigned order-intake, pipeline-generation, and new-customer development targets.

•  A clear, actionable target-account strategy for your assigned markets and territories.

•  Strong, trust-based relationships with priority prospects, customers, and internal stakeholders.

•  Consistent CRM discipline, accurate pipeline visibility, and reliable forecast input.

•  Meaningful contribution to THRYVE’s go-to-market strategy, proposal quality, customer engagement, and long-term growth.

•  A reputation — internally and externally — as a high-integrity account leader who follows through, communicates clearly, and elevates the team.

BENEFITS & PERKS

•  Medical, dental, and vision coverage

•  401(k) retirement plan

•  Paid time off, paid holidays, and remote flexibility

•  Full reimbursement of travel and customer-related expenses

•  Professional development, training, and conference support

PHYSICAL REQUIREMENTS

•  Able to lift at least 25 lbs.

•  Able to work at a computer/laptop for a minimum of four hours at a time.

•  Able to communicate via phone, video, email, and messaging tools throughout the day.

•  Able and available to travel regularly for customer visits, trade shows, internal meetings, supplier meetings, and project-related activity.

EQUAL OPPORTUNITY EMPLOYER

THRYVE Automation is an equal opportunity employer. We celebrate diversity and are committed to an inclusive workplace. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, nation, origin, age, disability, veteran status, or any other characteristic protected by law.