Position: Strategic Account Manager/Business Development Manager
Role Summary:
In this role, you will own and grow a portfolio of strategic enterprise and key accounts, with a strong focus on renewals, expansion, and executive-level relationships.
You will partner closely with senior stakeholders to help them maximise the value of Patsnap across their IP and R&D workflows, while identifying and executing new growth opportunities within complex, multi-stakeholder organisations. The role is strategically balanced between approximately 80% expansion and strategic new business within existing and named accounts, and 20% renewals and account retention, requiring a strong commercial mindset alongside relationship excellence.
This is an in-office position based in our Singapore office.
What You'll be Doing:
- Own and grow a portfolio of enterprise and key accounts, driving revenue through renewals, upsell, cross-sell, and strategic expansion
- Build and maintain trusted relationships with C-level and senior stakeholders, acting as a strategic advisor rather than a transactional seller
- Lead executive business reviews, account planning sessions, and quarterly business reviews (QBRs) to align Patsnap's value with customer priorities
- Develop deep understanding of your customers IP strategy, R&D workflows, and commercial objectives, tailoring solutions to enterprise needs
- Identify and develop new opportunities within existing and target enterprise accounts, particularly within industries such as high tech, energy, manufacturing, legal, education, automotive and more.
- Manage complex sales cycles involving multiple stakeholders, long decision timelines, and enterprise procurement processes
- Partner cross-functionally with Product, Solutions Consulting, Customer Success, and Leadership to drive customer outcomes and resolve escalations
- Maintain accurate pipeline management and forecasting using a data-driven, disciplined sales approach
- Stay up to date on Patsnap's product capabilities and clearly articulate value at an executive and business-outcome level
- Consistently meet or exceed revenue targets and key performance indicators
About You:
- 3-5+ years of experience in enterprise SaaS sales, key account management, or strategic account management within the APAC region
- Proven experience managing large, complex enterprise accounts and engaging confidently with C-level and senior decision-makers
- Strong executive presence with excellent communication, presentation, and stakeholder management skills
- Demonstrated success driving account expansion, renewals, and long-term customer value, not just net-new logos
- Experience navigating multi-stakeholder buying groups and enterprise sales cycles
- Background or exposure to Life Sciences, Manufacturing, Engineering, Chemicals, or R&D-led organizations is a strong plus
- Experience in enterprise SaaS environments preferred
- Proficiency in English and Mandarin is required to liaise with English- and Mandarin-speaking stakeholders effectively.
- Highly self-motivated, commercially driven, and comfortable operating in a fast-paced, high-growth environment
- Strong sense of ownership and collaboration, with experience working cross-functionally
