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Anova

Key Account Manager – Fuels & Lubricants

Anova

. Own the full sales cycle for Enterprise and Mid-Market prospects, converting BDR-sourced opportunities into closed-won business .

Posted 9/18/2026full-timeRemote • New Jersey • United StatesMid-LevelSeniorWebsite

Core Competencies

Role fit
Core Competencies

Use this summary to align your resume positioning with the role.

Demonstrates expertise in managing the full sales cycle for Enterprise and Mid-Market prospects, with a strong focus on value-based selling and delivering ROI-driven presentations. Proficient in utilizing Salesforce for pipeline management and maintaining cross-functional collaboration with technical teams.

Highest-signal resume keywords
B2B Sales ExperienceValue-Based SellingSalesforce ProficiencyContract NegotiationCross-Functional Collaboration

ATS Keywords

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Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills
Full Sales Cycle ManagementConsultative SellingROI-Driven PresentationsPipeline ManagementContract FinalizationTime ManagementTerritory Management
Soft Skills
Strong Communication SkillsCollaboration Skills
Tools & Technologies
SalesforceCRM Software
Industry Keywords
IIoTIndustrial TechnologyTelemetry SolutionsSupply ChainLogisticsOil & Gas DistributionMEDDICMEDDPICC

Tech Stack

Tools & technologies
Cloud

About the role

Key responsibilities & impact
  • Own the full sales cycle for Enterprise and Mid-Market prospects, converting BDR-sourced opportunities into closed-won business
  • Land new logos across Anova’s target verticals by qualifying, developing, and advancing inbound and outbound pipeline with BDRs
  • Connect Anova’s IIoT tank-monitoring and telemetry capabilities to prospects’ inventory, logistics, and asset-utilization challenges
  • Lead executive-level discovery and value-based presentations that quantify customer ROI
  • Build and manage pipeline and forecasts, advancing deals through every stage to hit quota
  • Kick off customer training and enablement for hardware, installation, and mobile apps for completion by the Customer Success Manager
  • Complete tier 2 and 3 support requests escalated by the Customer Success Manager
  • Coordinate with Sales Engineers and/or Customer Success Managers on product demonstrations and technical barriers
  • Maintain expertise in Anova’s IIoT product portfolio, competitive landscape, and industry best practices
  • Maintain accurate opportunity and account data in Salesforce
  • Finalize contract terms and pricing, partnering with Sales Engineering on data collection and integration handoff
  • Build renewal plans six months before contract end, flagging risks or expansion opportunities and securing renewal terms
  • Travel as needed to meet prospects and customers and represent Anova at industry events

Requirements

What you’ll need
  • Bachelor’s degree or equivalent combination of education and professional experience
  • 5+ years of experience in enterprise or mid-market B2B sales
  • Track record of consistently meeting or exceeding quota
  • Experience managing a full sales cycle in complex, multi-stakeholder deals with 6+ month cycles
  • Experience with value-based/consultative selling and delivering ROI-driven presentations to executive-level stakeholders
  • Experience negotiating and finalizing contract terms and pricing
  • Proficiency with Salesforce or comparable CRM for pipeline and forecast management
  • Ability to travel to meet prospects/customers and represent Anova at industry events
  • Strong cross-functional collaboration skills with sales engineering, customer success, or technical teams
  • Strong time and territory management skills
  • Full professional proficiency in English, oral and written
  • Preferred: experience selling into fuels, lubricants, or oil & gas distribution
  • Preferred: experience in supply chain, logistics, chemical distribution, or industrial verticals
  • Preferred: experience in IIoT, industrial technology, SaaS, or telemetry/monitoring solutions
  • Preferred: familiarity with MEDDIC/MEDDPICC or Challenger
  • Preferred: experience owning renewal/expansion motions
  • Preferred: ability to position hardware/cloud platforms against competitive alternatives

Benefits

Comp & perks
  • Competitive compensation and reward strategies
  • Opportunities for growth and advancement
  • Health and finance benefits
  • Recognition and reward programs
  • Benefits supporting life and well-being