About this role
About the Role:
We are hiring a senior Strategic Account Manager to own and expand a portfolio of high-value enterprise customers with $1M+ annual contract value.
This is a commercially accountable role focused exclusively on existing accounts. You will be responsible for protecting and growing significant recurring revenue through executive relationship leadership, multi-year strategic planning, and value-based expansion.
This is a quota-carrying role with responsibility for both net revenue retention and expansion of revenue.
What you will own:
Executive Relationship Strategy:
- Serve as the primary commercial owner for enterprise accounts exceeding $1M in ARR
- Own a portfolio of 7-10 Enterprise customer, representing $10M-$15M in ARR
- Build and maintain C-suite and senior executive relationships
- Lead executive-level QBRs focused on business outcomes and strategic alignment
- Develop multi-threaded relationships across business units
Revenue Retention:
- Own renewal strategy and contract negotiations
- Proactively identify and mitigate churn risk
- Develop multi-year account growth strategies
- Ensure value realization is translated into renewals and expansion opportunities
Expansion & Growth:
- This is a “land and expand” motion that centers on partnering with existing clients to understand their pain points, and then mapping our solutions to solve those problems
- Identify and close expansion opportunities ranging from $500k to $1.5M
- Build and manage a qualified expansion pipeline within assigned accounts
- Develop ROI-driven business cases aligned to enterprise initiatives
- Forecast accurately and consistently within Salesforce
Strategic Account Planning:
- Create comprehensive account plans aligned to customer enterprise strategy
- Map stakeholders, decision processes, and budget cycles
- Partner cross-functionally to deliver measurable customer outcomes
- Elevate competitive positioning within the account
Success Metrics:
- Net Revenue Retention (NRR)
- Expansion Revenue Quota Attainment
- Gross Retention Rate
- Multi-year contract growth
- Depth of executive engagement across portfolio
- Forecast accuracy
Experience:
Required Experience:
- 10+ years of enterprise account management or enterprise sales experience
- Demonstrated success managing $1M+ ARR accounts
- Proven track record of meeting or exceeding expansion revenue targets
- Experience negotiating complex enterprise agreements
- Experience engaging and influencing C-suite stakeholders
- Strong financial and business acumen
- Extensive Salesforce experience
Preferred Qualifications:
- Experience managing multi-million-dollar, multi-stakeholder enterprise portfolios
- Experience navigating procurement and legal processes
- Experience developing multi-year enterprise growth strategies
Who you are:
- Executive-level communicator with strong presence
- Commercially disciplined and strategically minded
- Comfortable driving high-stakes negotiations
- Data-driven with strong forecasting rigor
- Able to balance partnership mindset with revenue accountability
Compensation:
- $165,000 - $185,000 annual base salary plus bonus, equity, 401k match, flexible PTO and medical/dental/vision insurance.