Strategic Account Executive​/Account Manager

Strategic Account Executive/Account Manager

Location:

Austin, TX (preferred) / Remote (exceptional candidates)

Type:
Full-time

Compensation: $250,000 - $350,000 OTE, split 50/50 between salary and commissions (subject to qualifications and experience) + equity + premium benefits

At most companies, enterprise sales is either about landing new logos or keeping existing ones happy. At , you'll do both — and be rewarded for excelling at both.

This is a hybrid role: you'll carry a book of existing strategic accounts while simultaneously hunting new enterprise logos within a defined territory. You're not just an account manager, and you're not just a hunter. You're a full-cycle enterprise seller who can grow what we have and win what we don't.

• Expand Existing Strategic Accounts:
  • Own the end-to-end commercial strategy for a defined portfolio of strategic accounts.
  • Build multi-threaded relationships across technical, operational, and executive stakeholders.
  • Lead deep discovery to uncover business and technical problems worth solving.
  • Develop and execute account plans focused on expansion and long-term value.
  • Lead complex negotiations and close high-impact expansion deals.
  • Bring customer insight back into the organization to influence priorities and decisions.
  • Generate the majority of your new‑logo pipeline through strategic outbound prospecting, executive networking, and referrals at companies with $5B+ in revenue.
  • Identify and engage VP‑level and above stakeholders in IT operations, infrastructure, data movement, security, and compliance.
  • Run discovery with infrastructure depth: surface legacy modernization, compliance risk, and operational complexity, and connect them to clear business value.
  • Think strategically about enterprise‑wide value, structure large multi‑department contracts, and close deals that reflect the full scope of what  can do.
  • Navigate complex deals across IT leadership, security teams, procurement, and executive sponsors, keeping alignment and momentum across long, multi‑stakeholder sales cycles.
• Across Both Motions:
  • Become a true  expert — understanding the platform's architecture, security model, compliance capabilities, and integrations at a level that earns credibility with the most technical buyers.
  • Forecast and execute with discipline: build, maintain, and accurately forecast a healthy pipeline, consistently achieving or exceeding quota.
  • Partner with Product, Engineering, Support, and Customer Success to align execution and deliver real outcomes.

This is not a passive account management role. It is not a pure inbound AE role either.

You will enter with a book of existing strategic accounts — real customers, real expansion potential, and a foundation to build on immediately. You will also carry a defined territory of net‑new enterprise logos to pursue.

Both motions require deep discovery, executive relationships, technical credibility, and disciplined execution.

In the first six months, success looks like meaningful expansion pipeline across your existing accounts and real new‑logo pipeline underway.

Within twelve months, success is clear: closed expansion deals, multiple net‑new logos won, a self‑sustaining outbound motion, and measurable contribution to both NRR and new ARR.

You are accountable for outcomes — not activity alone.

Your work directly impacts Net Revenue Retention, expansion pipeline and closed revenue across strategic accounts, new logo pipeline and closed‑won business from net‑new enterprises, executive relationships and customer trust, and product & roadmap insight from real‑world usage.

• You have a proven track record of expanding complex enterprise accounts and self‑sourcing net‑new pipeline at the enterprise level (5B+ accounts).
• You are deeply fluent in enterprise IT infrastructure — you can hold a real conversation with a VP of IT Operations or a Director of Network Engineering.
• You combine technical credibility with executive presence and the ability to operate across both levels in the same deal.
• You are comfortable with long, complex sales cycles and know how to maintain momentum across…