Key Account Director

Trackunit is a fast-growing company and a leading supplier of IoT solutions, operating out of many offices worldwide. Trackunit specializes in digital solutions that connect machines, people, and systems in the global construction industry. The construction industry is the least digitalized industry of all. This lack of digitalization has left construction far behind a global economy on the rise and placed the industry as one of the least productive industries too.

We are looking for an experienced and customer-focused Key Account Director (KAD) to join our team in Japan. In this role, you will take ownership of our largest enterprise accounts – including OEMs, rental companies, and contractors – and act as a trusted strategic advisor. You will build strong executive relationships, identify growth opportunities, and lead cross-functional teams to deliver long-term value for our customers and Trackunit.

As a senior commercial leader, you’ll partner with Product, Marketing, Consulting, and Customer Success to deliver measurable impact, maximize customer value, and strengthen Trackunit’s market position in Japan.

This role is ideal for a commercially driven professional with SaaS experience who thrives in enterprise sales, strategic planning, and stakeholder management. If you’re passionate about transforming an industry and want to lead high-impact relationships, we’d love to hear from you.

What’S In It For You?

• A place in an agile growth SaaS business, with possibilities to grow internally in the company. We are moving quickly, so fasten your seat belt and prepare to adjust. Back in 2020 we were 150 employees at Trackunit and we have just passed 450 employees.
• International environment with regular check-ins and social events across teams, departments and borders.
• We take your personal and professional development goals seriously and we support them through training, coaching and mindfulness as well as with an open feedback culture to enable you to identify your strengths and opportunities. We do this by touching upon your impact on our triple focus: impacting yourself, impacting teams/relations and impacting the organisation/strategy.
• Flexibility and hybrid working is not just a cliché to us or something we state in a job posting. We do offer you a flexible setup and believe that you best can structure how your routines look like. And once you have chosen how you work best, let us know what you need: we got you covered with the IT equipment you need for your work.
• Turning the Tide. At Trackunit, we aim to create and contribute to an inclusive workplace. And this priority starts with our hiring - we do not discriminate on the basis of gender identity, sexual orientation, personal expression, ethnicity, religious belief, or disability status. We only assess candidates on their qualifications and merit. Learn more about TIDE and other DE&I initiatives here.

Who Are You Ideally?

• Minimum 3+ years of experience in enterprise account management within SaaS, platform, or IoT solutions.
• Proven track record of achieving revenue targets and driving customer adoption, expansion, and renewals.
• Strong relationship-building skills with the ability to influence executive-level stakeholders.
• Skilled at leading cross-functional teams and fostering collaboration across the business.
• Bilingual proficiency in Japanese and English.
• Based in Japan and comfortable with up to 50% travel.

Don't meet every single requirement? No worries - this is what we're looking for ideally, but if you're super excited about this role but your past experience doesn't align perfectly with every qualification, we encourage you to apply.

Primary Responsibilities:

• Commercial Leadership
• Identify short-, medium-, and long-term opportunities to achieve set growth targets, and maximize CLTV (Customer Lifetime Value) & NNARR (Net New Annual Recurring Revenues.
• Devise the most suitable sales plan to capture the identified growth potential.
• Stakeholder Management
• Ensure an accurate and up-to-date understanding of the customer, corporate strategy, buying process, decision making unit, and buyer personas.
• Build and foster the network of key stakeholders (within the account and Trackunit) required to execute the account development plan including executive customer relationships.
• Virtual Account Team Leadership:
• Leads and coordinates cross-functional teams by planning short- and long-term strategies, implementing that strategy, and assessing the outcomes.
• Project manages the execution and achievement of the account development plan.
• Commercial Governance:
• Manage key accounts with a P&L mentality, ensuring optimal profitability of the account through an effective and efficient use of internal resources.
• Ensure a reliable forecast of booked and billed IoT hardware quantity and Monthly Recurring Revenue.
• Strategic Value Creation:
• Influence and add value to the customer’s strategic planning with regards to telematics.
• Leverage the relationship with key accounts to generate growth opportunities within key accounts’ ecosystems.
• Advise of key movements within accounts, as well as industry trends, that may lead towards key enhancements of our product offering that strengthen our market position.

Our Hiring Process

Don't waste your time on writing the best possible cover letter for the job. We want you to create an impact that matters, and that's not in the cover letter.

• Virtual meet and greet. Meet with VP Sales, Robin Vos
• Personality-based interview. You will be asked to fill out an online personality assessment using use Hogan prior to the interview. Our Hogan assessment enables us to understand your abilities and how you align with our team culture. Instead of seeking 'appropriate' responses, the priority is to develop a meaningful exchange that illustrates your synergy with the Trackunit team.
• Assignment-specific interview. We want you to get an insight into some of the concrete work tasks or projects related to the role. You will be given a case to prepare prior to the interview, and at the interview, you will present the case to relevant colleagues from across Trackunit, who you’ll also work closely with in the job.
• Offer presentation and walk-through. We’re lucky to have you!

The question is: Are you in?

Trackunit is proud to be an equal opportunity employer. We do not discriminate in hiring or any employment decision based on race, colour, religion, national origin, age, sex (including pregnancy, childbirth, or related medical conditions), marital status, ancestry, physical or mental disability, genetic information, veteran status, gender identity or expression, sexual orientation, or other applicable legally protected characteristic.

Trackunit also prioritizes providing reasonable accommodations for qualified people with disabilities and disabled veterans in our job application procedures. If you need assistance or an accommodation due to a disability, please let our People & Talents team know.