Account Manager

Company: Strella

Location: Remote – East Coast required

Reports to: Chief Revenue Officer The Strella Mission More than 40% of all fresh produce is wasted in the U.S.—over $17 billion annually—creating more carbon emissions than all U.S. transportation combined. Strella's mission is to reduce food waste by bringing intelligence, predictability, and automation to the produce supply chain. Strella uses proprietary sensor technology and predictive analytics to measure and forecast shelf life, enabling suppliers, ripeners, and retailers to make better operational decisions. After five years of commercial deployment, we are entering a high-growth phase and expanding our enterprise customer footprint.

The Role: As an Account Manager, you will serve as the owner of customer success for Strella's automated banana ripening and shelf-life intelligence platform. This role blends deployment support, product operations, and ongoing account ownership. You will work directly with our customers' operations, QA, and leadership teams to design, deploy, and optimize Strella solutions in real-world ripening environments. While highly detailed and process-driven, this role also requires strong relationship management skills—you will be a trusted partner to customers and a key contributor to account growth, retention, and expansion. This is a hands-on role for someone who enjoys working at the intersection of hardware, software, data, and fresh food operations. Success in this role requires the ability to understand a customer's business, navigate complex organizations, and communicate effectively from frontline operations through senior leadership.

Key Responsibilities: Customer Partnership & Commercial Support Build trusted, long-term relationships across customer organizations, from frontline operations and QA teams to senior leadership. Partner with Sales and Revenue leadership to support renewals, expansions, and upsell opportunities through demonstrated value. Develop a strong understanding of customer organizations, priorities, stakeholders, and decision-making processes to drive adoption and identify opportunities for expansion. Contribute technical expertise during late-stage sales conversations, expansions, and new site rollouts. Serve as the primary technical point of contact and first line of support for customers, troubleshooting issues directly and engaging Engineering or Product resources as needed. Translate complex technical insights into clear, actionable recommendations for operational and executive stakeholders. Solution Engineering & Deployment Lead technical onboarding, configuration, and deployment of Strella's hardware and software across customer facilities. Develop a deep understanding of customer workflows, SOPs, facility layouts, and KPIs to ensure optimal system performance. Diagnose and resolve technical, data, and process-related issues in collaboration with Engineering and Product teams. Support customer trials and pilots by defining success metrics, validating performance, and documenting outcomes. Product & Process Feedback Act as the voice of the customer internally, surfacing feature requests, usability feedback, and operational insights. Participate in structured user testing and validation of new software features and hardware updates. Help define best practices, documentation, and scalable deployment processes as Strella grows.

Desired Qualifications & Experience: 5+ years of experience managing complex B2B or enterprise customer relationships, with demonstrated ownership of strategic accounts, implementations, and customer expansion Strong business acumen and ability to understand customer organizations, operational priorities, and commercial objectives Demonstrated ability to build relationships and communicate effectively across organizational levels, from frontline operators and technical teams to senior executives Highly organized, analytical, and process-oriented, with the ability to independently manage multiple customer accounts, projects, and priorities Comfortable working with both hardware and software systems in operational environments Strong aptitude for learning and working with systems such as CRM, ERP, WMS, or operational data platforms Ability to translate technical information and data into clear, actionable recommendations for both operational and executive stakeholders Comfortable working in customer facilities and navigating fast-paced, ambiguous environments Willingness to travel regularly to customer sites, primarily across the Eastern U.S.Bachelor's degree required; MBA or other relevant advanced degree preferred Professional fluency in Spanish strongly preferred Experience in fresh produce, perishable food, grocery retail, food distribution, or supply-chain operations is a plus

Location: Remote – East Coast required

Salary range: $100k - $118kEmployee equity participation 401(k)Health & dental insurance