Strategic Account Manager

Role Overview

The Enterprise Strategic Account Manager is responsible for driving revenue growth, retention, and expansion across a defined set of named enterprise accounts. This role owns the end-to-end sales lifecycle—from executive-level discovery through contract negotiation, onboarding alignment, renewal, and expansion. Success in this role is measured by quota attainment, forecast accuracy, customer retention, and pipeline health.

Contract Negotiation & Deal Governance

- Lead pricing, legal, and commercial negotiations
- Close multi-year enterprise contracts involving procurement and legal
- Improve sales cycle efficiency year-over-year

Customer Retention & Expansion

- Serve as executive sponsor post-sale
- Partner with Customer Success to ensure onboarding and ROI realization
- Identify and close expansion opportunities within 6–12 months

Vertical & Team Leadership

- Act as internal subject-matter expert for assigned verticals
- Contribute to sales strategy, messaging, and enablement
- Establish Cross-functional collaboration with interdepartmental stakeholders

First 90-Day Expectations

- Complete onboarding and training certifications within 30 days
- Build strategic account plans for all assigned accounts
- Generate $1M+ in qualified pipeline
- Close first deal or expansion within 90 days

What Success Looks Like

Top performers in this role consistently exceed quota, maintain high forecast accuracy, retain and expand enterprise accounts, and build trusted executive relationships while influencing broader sales strategy.

Responsibilities

Own a named portfolio of enterprise accounts with an annual attainable quota; Achieve 100%+ of annual quota through new logo expansion, upsell, and renewal growth; Drive minimum 15–30% year-over-year account growth; Maintain account retention of 95%+ and net revenue retention of 110%+; Sell directly to C-suite, VP, and Director-level buyers; Lead executive discovery and multi-stakeholder sales cycles; Close complex enterprise deals ranging from $50K–$1M+ ARR; Maintain forecast accuracy within ±10%; Maintain pipeline coverage of at least 3x quota; Ensure accurate Salesforce updates including close plans, risks, and next steps; Communicate deal readiness during weekly forecast reviews

Requirements

6+ years of enterprise account management or business development experience; 6+ years selling or supporting a technical SaaS or platform product; Proven ability to meet or exceed enterprise quotas; Strong executive communication and negotiation skills; Salesforce pipeline management experience; Willingness to travel as needed; Preferably to have EDA industry experience