Strategic Account Manager
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Job Description
Enterprise Strategic Account Manager (Enterprise Sales)
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.
Key Responsibilities & Success Metrics
Revenue Growth & Account Ownership
- 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%+
Executive Engagement & Sales Execution
- 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%
Pipeline & Forecast Management
- 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
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
- Mentor and support enterprise sales team members
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
Requirements
Function: Sales
Experience Level: Mid-Senior Level