Strategic Account Manager

The Strategic Account Manager owns FMX’s most valuable customer relationships, a book of ~70 named strategic accounts representing our largest installed-base ARR. This is a senior, expansion-focused role: you retain and grow these accounts by mapping whitespace, multi-threading into new buyers and budgets, and quarterbacking internal teams (Sales Engineering, Customer Success, or Product) to land additional products, users, and use cases.

Success is measured in expansion ARR and retention, not new-logo activity volume.

Responsibilities:

As the Strategic Account Manager, you will:

• Own a portfolio of ~70 named strategic accounts; build and execute an account plan for each that maps current footprint, whitespace (unadopted modules/users), and clear paths to expansion.
• Carry and achieve an annual expansion-ARR quota; forecast accurately based on objective buyer engagement rather than seller optimism.
• Lead renewals and retention across the portfolio, protecting and growing ARR through proactive, value-driven engagement.
• Multi-thread relationships across each account (economic buyers, operations, IT, and procurement) to build organizational depth beyond a single contact.
• Apply MEDDPICC rigor to expansion opportunities: confirm economic buyers, co-build business cases, and identify key compelling events (budget cycles, bonds, board approvals, and compliance requirements).
• Lead internal deal teams (Sales Engineering, Customer Success, and Product) to deliver tailored expansion proposals and measurable ROI narratives (time saved, downtime reduced, compliance/audit defensibility).
• Align engagement with customer buying calendars: prioritize education accounts during the July-September budget window and December close, focus commercial accounts in August-September, and leverage October-November for discovery and proposal development.
• Maintain rigorous CRM hygiene in Salesforce; update pipeline, opportunities, and account data accurately and in a timely manner.
• Partner closely with the outgoing account owner through one full renewal cycle per account to ensure a seamless handoff.

Preferred Experience & Qualities:
What are we looking for in this role?:

• 7+ years of experience in B2B SaaS sales or account management, with a proven track record of expanding and retaining enterprise/strategic accounts (beyond net-new acquisition).
• Demonstrated success navigating complex, multi-stakeholder sales cycles; experience selling into the public sector (K-12, Higher Education, Local Government) or other regulated, large-institution environments is strongly preferred.
• Proven experience owning a renewal and expansion portfolio while carrying an ARR-growth quota.
• Strong discipline in account planning and multi-threading; highly proficient with MEDDPICC or a similar qualification framework.
• Hands-on experience with Salesforce (or a similar CRM) and modern sales technology (such as Gong).
• Excellent written and verbal communication skills, with a demonstrated ability to quickly build trust with senior stakeholders.
• Self-motivated, organized, coachable, and capable of thriving in a remote, performance-driven environment.
• A match with our company values:
  Teamwork, Excellence and Integrity

The hiring process for this role:

• Virtual Interview with People Ops: A 30-minute conversation to review your background and experiences, discuss the culture at FMX, and ensure that you understand the general expectations for the role. Also, a great time for you to ask questions about compensation, benefits, etc.
• Hiring manager conversation: A 60-minute conversation with our Sales Directors. Be prepared to discuss your background as well as what you’re looking for in your next role and what direction you see your career path taking. Also, this is a great…