Role Overview

The Sales Executive is responsible for driving net‑new customer acquisition and revenue growth for TraceLink’s MINT (Multi‑Enterprise Information Network Tower) across the EMEA region. This role owns the full sales lifecycle, from prospecting and discovery through close, and operates using TraceLink’s value‑based sales methodology, defined sales stages, and disciplined pipeline management practices.

You will engage senior business and technical stakeholders, lead consultative discovery, and articulate TraceLink’s differentiated value in the customer’s language. Success requires strong new‑logo hunting skills, executive presence, and close collaboration with Marketing, Solutions Consulting, and partner teams.

Core Responsibilities

New Logo Acquisition & Territory Strategy

• Own a defined EMEA territory with accountability for net‑new ARR growth

• Build and execute territory and account plans aligned to TraceLink’s regional go‑to‑market strategy

• Proactively engage multiple stakeholders top‑down (C‑suite to functional leaders) within target accounts

• Identify and develop strategic prospects capable of six‑figure enterprise ARR transactions

Sales Methodology & Process Execution

• Execute TraceLink’s value‑driven enterprise sales methodology across all opportunities

• Lead consultative discovery to uncover customer business objectives, pain points, value drivers, and “north‑star” outcomes

• Qualify opportunities rigorously and manage progression through defined sales stages

• Own and drive all aspects of the close process, including deal strategy, negotiation, and contracting

• Maintain accurate pipeline, forecasting, and opportunity documentation in Salesforce

Value‑Based Engagement & Solution Selling

• Conduct customer‑centric meetings, presentations, and demonstrations (virtual and in‑person)

• Partner closely with Solutions Consultants to deliver value‑led demonstrations and technical validation

• Curate and lead value engineering exercises, translating TraceLink capabilities into measurable customer business value

• Develop high‑impact proposals that clearly articulate:

  • Customer‑specific value drivers and outcomes

  • TraceLink’s market leadership and differentiation

  • The ROI and strategic impact of partnering with TraceLink

Demand Generation & Partner Collaboration

• Collaborate with Marketing to execute targeted demand generation activities within the territory

• Actively prospect via phone, email, web, events, and in‑person meetings

• Work with Alliances & Channels (A&C) leadership to develop and leverage partner relationships to scale pipeline and accelerate deal cycles

• Share market, partner, and competitive insights to inform regional strategy

Collaboration & Continuous Improvement

• Work cross‑functionally with Sales, Marketing, Solutions Consulting, and Partner teams

• Share best practices, deal learnings, and market feedback with peers and leadership

• Contribute to continuous improvement of TraceLink’s sales playbooks and execution standards

What Success Looks Like

• Consistent achievement of quarterly and annual net‑new ARR targets

• Healthy, well‑qualified pipeline aligned to target account strategy

• Strong executive‑level engagement and deal sponsorship

• Predictable deal progression and forecast accuracy

• Demonstrated ability to articulate and sell business value, not just product

Experience

• 4- 6+ years of enterprise B2B sales experience

• Proven success selling SaaS / Cloud‑based enterprise solutions

• Experience selling integration‑centric platforms such as iPaaS, ERP, WMS, MRP, or related technologies

• Prior exposure to Life Sciences, Healthcare, Supply Chain, or Contract Manufacturing strongly preferred

• Demonstrated success across the full sales lifecycle: prospecting, qualification, objection handling, and closing

• Strong consultative and value‑based selling capabilities

• Ability to engage credibly with senior business and technical stakeholders

• Outstanding verbal, written, organizational, and interpersonal skills

• Highly self‑directed with the ability to work independently and as part of a team

• Comfortable operating in a fast‑paced, evolving environment

• Strong collaboration mindset and coachability

Role Overview

The Account Manager is responsible for owning, retaining, and expanding a portfolio of TraceLink Enterprise customers within an assigned territory. This role is accountable for driving net revenue growth through renewals, upsell, and expansion by executing TraceLink’s enterprise sales methodology, value framework, and defined sales process.

You will operate as a trusted advisor to C‑suite and senior business leaders, aligning customer strategic priorities to TraceLink’s solutions and differentiated value. Success in this role requires strong account planning, disciplined opportunity management, and close collaboration with Marketing, Business Development (ISR), and Solutions Consulting.

Responsibilities:

Account Ownership & Growth Strategy

• Own a defined portfolio of Enterprise accounts with full accountability for retention, expansion, and revenue growth

• Develop and execute account‑level growth strategies aligned with customer business objectives, TraceLink’s value framework, and regional sales priorities

• Build and maintain trusted executive relationships with economic buyers, decision‑makers, and key influencers

• Act as the primary point of contact and quarterback for the customer relationship

Sales Methodology & Process Execution

• Lead opportunities through TraceLink’s end‑to‑end enterprise sales process, from discovery to close

• Conduct customer‑centric discovery to identify business problems, value drivers, and success criteria

• Translate customer needs into clear value‑based proposals tied to measurable outcomes

• Partner with Solutions Consultants to deliver compelling value‑led demonstrations and presentations

• Drive effective deal qualification, opportunity progression, forecasting, and close plans

Renewals, Expansion & Retention

• Proactively manage renewals and contract extensions, ensuring high retention rates

• Identify and execute upsell and cross‑sell opportunities within existing accounts

• Address customer risks, requests, and escalations in partnership with Customer Success and Support

• Ensure customers realize and articulate ongoing value from TraceLink solutions

Demand Generation & Pipeline Management

• Create and execute a Demand Generation plan for your account base in collaboration with SDRs and Marketing

• Actively participate in and lead targeted outbound and inbound demand generation activities

• Maintain a healthy, well‑qualified pipeline aligned to quarterly and annual revenue targets

• Accurately manage and document pipeline, opportunities, and forecasts in Salesforce

Collaboration & Feedback Loop

• Work cross‑functionally with Sales, Marketing, SDRs, Solutions Consulting, and Customer Success

• Share customer insights, market feedback, and competitive intelligence with internal stakeholders

• Contribute to continuous improvement of TraceLink’s sales strategy and execution

What Success Looks Like

• Consistent achievement (or overachievement) of quarterly and annual revenue targets

• High customer retention and expansion rates

• Strong forecast accuracy and pipeline hygiene

• Clear evidence of value‑based selling and executive‑level engagement

• Trusted internal collaborator and external customer partner

Qualifications

Experience & Skills

• 4-6+ years of B2B sales experience, preferably in Enterprise SaaS or Cloud software

• Proven success managing complex, multi‑stakeholder sales cycles

• Demonstrated experience executing a structured sales methodology across the full sales lifecycle

• Strong ability to conduct value‑based discovery, handle objections, and close enterprise deals

• Experience owning renewals and expansion within existing customer accounts

• Proficiency with CRM tools such as Salesforce

• This is an on-site role based in Wilmington, MA headquarters

Business & Communication

• Strong business acumen with the ability to engage credibly at executive level

• Excellent verbal, written, and presentation skills

Attributes

• Highly proactive, self‑driven, and results‑oriented

• Comfortable working autonomously within a fast‑paced, evolving environment

• Team‑oriented mindset with strong collaboration skills

• Customer‑first mentality with a focus on long‑term value creation

Senior Sales Executive - Supply Chain

As part of Tracelink's North America Sales Team, you will be responsible for selling our MINT solution.

This position is based on-site in Wilmington (MA). Assistance is available for candidates needing to relocate to be commutable to our office.

Responsibilities

• Aggressively engage with multiple contacts (from the shop floor to the C-Suite) and network with strategic prospects via telephone, email, web, and in-person meetings to educate and drive them through a value-driven sales process.

• Collaborate with the sales team, sales management, and executive management to define sales strategies and account plans.

• Execute customer-centric meetings, presentations, and product demonstrations, virtually and in person, with key decision-makers and influencers.

• Develop high-impact proposals with Solution Consulting partners that articulate TraceLink’s differentiated solution, market leadership, and unique value as a partner.

• Manage and support all aspects of the close process.

• Build and execute a sales plan to achieve revenue targets quarterly and annually.

• Manage and document the sales pipeline, including forecasts, prospect details, current opportunities, and future planned activities.

• Work collaboratively with other team members to share information, expertise, and market feedback.

• Work with the A&C leadership to develop and nurture partner relationships, facilitating and fostering stronger sales engagements with prospects and allowing scale at pace.

• Curate value engineering exercises align with the customer’s "north star" narrative, articulating TraceLink's business value in the customer's language.

• Facilitate/lay the foundations for six-digit enterprise ARR transactions.

Qualifications

• Must have experience selling supply chain software solutions such as SCM, SCP, TMS, WMS, or similar. 

• Experience selling supply chain management solutions is advantagous.

• Experience selling in one of the following areas is highly beneficial: pharma/life sciences, healthcare, contract manufacturing, or supply chain.

• Outstanding verbal, written, organizational, and interpersonal skills.

• Sales experience in, or in-depth knowledge of, enterprise software and services.

• Ability to work both independently and as part of the TraceLink team.

• Demonstrated understanding of and success in the sales lifecycle: prospecting, qualifying, overcoming objections, and closing sales.

• Willingness to relocate within a commutable distance of Wilmington (MA), if not currently based in the area.

• Ability to work from the office when not traveling for business purposes.

   

Position Overview

The Director of Account Executives, US will lead and scale a high‑performing team of Account Executives responsible for driving new logo acquisition as well as net revenue retention and expansion across TraceLink’s US customer base. This role is dual focused on landing new logo prospects as customers, and also deepening customer value through multi‑product adoption, renewals, and strategic expansion, with an emphasis on TraceLink’s rapidly evolving supply chain platform.

Reporting to the VP of US Sales, you will play a critical leadership role on go‑to‑market strategy, aligning closely with Product, Marketing, Customer Success, and Sales Operations to ensure customers realize measurable business outcomes from TraceLink’s solutions. As TraceLink continues to expand beyond Track & Trace into broader digital supply chain, network, and analytics capabilities, this role requires a strategic, adaptable leader with a strong growth mindset and experience selling platform‑based SaaS solutions.

Key Responsibilities

• Lead, coach, and develop a team of 6–8 Account Executives focused on either new logo acquisition or renewals, expansion, and cross‑sell/up‑sell within Enterprise & Mid‑Market.

• Own and execute the US account expansion strategy, driving increased adoption of TraceLink’s platform across multiple products and use cases.

• Partner closely with Product, Product Marketing, and Customer Success to translate product innovation into compelling customer value propositions.

• Establish executive‑level relationships within customer and prospect organizations, positioning TraceLink as a strategic supply chain partner, not just a point solution.

• Ensure disciplined account planning, including whitespace analysis, value hypothesis development, and multi‑year growth plans for top accounts.

• Drive accurate forecasting, pipeline management, and QBR execution, with clear visibility into new logo acquisition, renewal and expansion health.

• Support complex sales cycles including RFPs, renewals, platform expansions, and enterprise negotiations.

• Enable the team to sell outcomes and ROI, particularly around supply chain digitalization, network‑based solutions, compliance, and predictive insights.

• Represent TraceLink at industry events, customer meetings, and executive briefings to reinforce thought leadership and customer trust.

• Build and sustain a high‑performance, inclusive team culture that prioritizes accountability, learning, and professional growth.

• Continuously refine sales processes and methodologies to support product‑led growth and evolving GTM motions.

Skills and Qualifications

• 10+ years of experience in enterprise software or SaaS sales, with a strong emphasis on account management, expansion, and renewals.

• 3+ years of sales leadership experience, managing and developing quota‑carrying Account Executives.

• Proven success driving new logo acquisition, net revenue retention and multi‑product expansion within an existing customer base.

• Experience selling platform or portfolio‑based solutions in complex industries.

• Strong executive presence with the ability to communicate complex technical and business concepts to C‑suite, Supply Chain, IT, Compliance, Finance, and Procurement leaders.

• Highly analytical and strategic, with the ability to navigate ambiguity and unblock both customer and internal challenges.

• Excellent written and verbal communication skills, including executive presentations, RFP responses, and internal alignment documents.

• Comfortable operating autonomously while balancing multiple priorities in a fast‑evolving environment.

• Willingness and ability to travel as needed (primarily US‑based).

• In‑office position required.

• Bachelor’s degree or equivalent practical experience.

Senior Sales Executive - MINT

Company overview:

TraceLink’s software solutions and Opus Platform help the pharmaceutical industry digitize their supply chain and enable greater compliance, visibility, and decision making. It reduces disruption to the supply of medicines to patients who need them, anywhere in the world.

Founded in 2009 with the simple mission of protecting patients, today Tracelink has 8 offices, over 800 employees and more than 1300 customers in over 60 countries around the world. Our expanding product suite continues to protect patients and now also enhances multi-enterprise collaboration through innovative new applications such as MINT.

Tracelink is recognized as an industry leader by Gartner and IDC, and for having a great company culture by Comparably.

As part of Tracelink's North America Sales Team, you will be responsible for selling our MINT solution.

Responsibilities

• Aggressively engage with multiple contacts (from the shop floor to the C-Suite) and network with strategic prospects via telephone, email, web, and in-person meetings to educate and drive them through a value-driven sales process.

• Collaborate with the sales team, sales management, and executive management to define sales strategies and account plans.

• Execute customer-centric meetings, presentations, and product demonstrations, virtually and in person, with key decision-makers and influencers.

• Develop high-impact proposals with Solution Consulting partners that articulate TraceLink’s differentiated solution, market leadership, and unique value as a partner.

• Manage and support all aspects of the close process.

• Build and execute a sales plan to achieve revenue targets quarterly and annually.

• Manage and document the sales pipeline, including forecasts, prospect details, current opportunities, and future planned activities.

• Work collaboratively with other team members to share information, expertise, and market feedback.

• Work with the A&C leadership to develop and nurture partner relationships, facilitating and fostering stronger sales engagements with prospects and allowing scale at pace.

• Curate value engineering exercises align with the customer’s "north star" narrative, articulating TraceLink's business value in the customer's language.

• Facilitate/lay the foundations for six-digit enterprise ARR transactions.

Qualifications

• 6-10 years of experience with enterprise solution selling, including iPaaS, Integration Solutions, ERP, WMS, MRP, or other related software.

• Previous sales experience in a SaaS and/or Cloud software environment.

• Experience selling supply chain management solutions is advantagous.

• Experience selling in one of the following areas is highly beneficial: pharma/life sciences, healthcare, contract manufacturing, or supply chain.

• Outstanding verbal, written, organizational, and interpersonal skills.

• Sales experience in, or in-depth knowledge of, enterprise software and services.

• Ability to work both independently and as part of the TraceLink team.

• Demonstrated understanding of and success in the sales lifecycle: prospecting, qualifying, overcoming objections, and closing sales.

Sales Executive - MINT

Mumbai

Reports to: Area VP of sales - APAC India

As part of Tracelink's of the APAC Sales Team, you will be responsible for selling our MINT solution.

Responsibilities

• Aggressively engage with multiple contacts and network with strategic prospects via telephone, email, web, and in-person meetings to educate and drive them through a value-driven sales process.

• Collaborate with the sales team, sales management, and executive management to define sales strategies and account plans.

• Execute customer-centric meetings, presentations, and product demonstrations, virtually and in person, with key decision-makers and influencers.

• Develop high-impact proposals with Solution Consulting partners that articulate TraceLink’s differentiated solution, market leadership, and unique value as a partner.

• Manage and support all aspects of the close process.

• Build and execute a sales plan to achieve revenue targets quarterly and annually.

• Manage and document the sales pipeline, including forecasts, prospect details, current opportunities, and future planned activities.

• Work collaboratively with other team members to share information, expertise, and market feedback.

• Work with the A&C leadership to develop and nurture partner relationships, facilitating and fostering stronger sales engagements with prospects and allowing scale at pace.

• Curate value engineering exercises align with the customer’s "north star" narrative, articulating TraceLink's business value in the customer's language.

• Facilitate/lay the foundations for six-digit enterprise ARR transactions.

Qualifications

• 5 years of experience with enterprise solution selling, including iPaaS, Integration Solutions, ERP, WMS, MRP, or other related software.

• Previous sales experience in a SaaS and/or Cloud software environment.

• Experience selling supply chain management solutions is desirable.

• Experience selling in one of the following areas is highly beneficial: pharma/life sciences, healthcare, contract manufacturing, or supply chain.

• Outstanding verbal, written, organizational, and interpersonal skills.

• Sales experience in, or in-depth knowledge of, enterprise software and services.

• Ability to work both independently and as part of the TraceLink team.

• Demonstrated understanding of and success in the sales lifecycle: prospecting, qualifying, overcoming objections, and closing sales.