Enterprise Account Manager, Airspace
Medical Device
$100-120k
Plus quarterly bonus opportunity
More information about location
Logistics provider
Be an early applicant
Logistics provider
201-500 employees
Be an early applicant
$100-120k
Plus quarterly bonus opportunity
More information about location
201-500 employees
Company mission
To create the most trusted delivery network the world has ever seen.
Role
Who you are
- This role requires strong judgment, executive communication skills, operational rigor, and the ability to manage complex enterprise relationships
- 5–10+ years of enterprise account management or customer success experience or equivalent experience at a Med Device or similar healthcare company serving in a logistics / supply chain role
- Experience supporting large, complex B2B customers
- Strong skillset with excel, business intelligence tools (looker power BI, etc), and slides
- Experience working with data to drive service improvements cross functionally
- Strong operational acumen and problem-solving skills
- Comfortable managing escalations and difficult conversations
- Operate with high ownership, urgency, and accountability
- Maintain a strong point of view on what “excellent” looks like and actively drive toward it
- Deploys growth-mindset in everything they do and is eager for feedback
- Excited to join a high-growth and evolving company that is disrupting an industry
- Comfortable working with high accountability at a distributed, highly remote company with remote customers and daily interactions
- Experience in healthcare, medical device, logistics, or regulated environments preferred
What the job involves
- The Account Manager – (Medical Device) is a senior, customer-facing role within Airspace’s Healthcare Revenue organization, responsible for the day-to-day management, execution, and growth of a defined portfolio of enterprise Medical Device customers
- They report to the Director, Enterprise Sales and Account Management
- This role serves as the primary owner of ongoing customer experience, the primary champion of the Airspace’s operational execution to support our customers, and a facilitator of general hygiene across assigned accounts
- They play a critical role in expanding existing relationships, identifying growth opportunities, and ensuring customers realize consistent value from Airspace’s services while serving as the connective tissue between customers and Airspace’s internal teams
- Serve as primary day-to-day point of contact for assigned enterprise customers
- Partners with the Director, Enterprise Sales and Account Management to create account strategies and execution rhythms and then drives the execution of said strategies
- Executes rhythm of business customer-facing and internal motions (ad preps materials) to drive account strategies and service excellence for their assigned accounts
- Deploys GTM S&O, and CBO, where needed to aid in best-in-class creation of materials and narratives to clients
- Build trusted relationships with customer operational and commercial stakeholders
- Maintain deep understanding of customer clinical workflows, distribution models, and service expectations
- Represent Airspace with executive presence, logistics / MD expertise, and confidence in all customer interactions
- Maintain best-in-class account documentation, stakeholder maps, and service context; provide regular, concise, proactive updates to Sales leadership (from Director, Enterprise Sales and Account Management, to SVP, to MD to CEO) on account health, risks, and opportunities
- Coordinate with Operations, DriverOps, and Support teams to drive fast resolution of critical service issues (typically not at the order-level, but sometimes may be)
- Communicate clearly and professionally with customers during incidents
- Travel to customer sites for new logo onboardings and major expansions when needed
- Support onboarding planning in partnership with Director, Enterprise Sales and Account Management, SVP, and Operations
- Own the operational execution and adoption of all approved expansions
- Ensure customer training, documentation, and readiness activities are completed
- Drive revenue and margin performance for assigned accounts
- Monitor volume trends, pricing behavior, and margin performance
- Partner with Pricing, Finance, and Director, Enterprise Sales and Account Management to mitigate margin risk and support sustainable growth
- Surface and shape expansion opportunities with Director, Enterprise Sales and SVP (new regions, service types, dedicated fleets, on-demand usage)
- Execute rollout and adoption of new services or lanes
Our take
The consumer market today expects high reliability, quick arrivals and tracking, and many delivery and logistics services haven’t always met these high standards. Airspace aims to mend this by replacing outdated paperwork processes with a trusted delivery network that brings shipping and logistics into the twenty-first century.
Airspace’s combination of human experience and artificial intelligence allows it to stand out amongst competitors. Predictive machine learning technology results in packages being delivered with more precision whilst being resilient to potential hiccups along the way, which has enabled the company to have an Amazon-like system for critical shipments for healthcare, manufacturing and aerospace markets.
Since its conception, Airspace has enjoyed major funding rounds, enabling its tremendous growth, including international expansion. New capital will not only go towards accelerating its move into the European and Asian markets, but will also allow the core business to be built out whilst launching new service lines.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
Company
Funding (last 2 of 4 rounds)
May 2022
$70m
LATE VC
Jan 2021
$38m
SERIES C
Total funding: $136m
Company benefits
- High-quality health and dental care plan options.
- Unlimited PTO.
- 401K company contribution program (after 90 days).
- Professional training and education reimbursements.
- Generous employee perks (e.g., mobile phone program, wellness reimbursement, onsite fitness center, lunches).
Company HQ
Carlsbad, CA
Leadership
Nicholas Bulcao
(Co-Founder & CEO)Previously served as President of HEA Realty, Sun Distributing and Fast Delivery Systems.
Ryan Rusnak
(Co-Founder & CTO)Experience as a Software Engineer for Dell and Mobomo. Previously worked as a Consultant for Deloitte, and in PSA for USIS.
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