The RoleAs a Strategic Enterprise Account Manager at Funnel, you'll be responsible for managing and growing a portfolio of high-value enterprise customers (25-40 accounts), while also landing new logos within your territory. You'll act as a strategic advisor to your clients, driving business outcomes through Funnel's solutions by expanding current deployments and acquiring new business units, brands, and regions.
Success in this role requires deep enterprise selling experience, a consultative mindset, and the ability to navigate complex organizations. You'll work closely with both external and internal stakeholders - building strong relationships with your customers while aligning internally with executive sponsors, Product, Marketing, and Go-To-Market leadership to ensure seamless execution and long-term account success.
What You'll Do- Own the full customer lifecycle for strategic accounts: retention, expansion, growth, and acquisition.
- Drive revenue growth by executing renewal and upsell strategies across business units and global markets.
- Develop multi-threaded relationships with key customer stakeholders, including executive sponsors and operational champions.
- Uncover new use cases and revenue opportunities through structured discovery, account mapping, and strategic planning.
- Deliver compelling presentations, product demos, and lead commercial negotiations tailored to enterprise audiences.
- Build and execute an annual territory business plan and maintain detailed strategic account plans.
- Partner with Marketing and RevDev on targeted outbound initiatives to generate new pipeline.
- Collaborate cross-functionally to marshal internal support-aligning Funnel executive sponsors, product teams, and customer success resources to deliver maximum customer value.
- Track sales activities and pipeline progress in CRM and supporting tools.
- Champion and apply Funnel's sales methodology to run predictable, scalable, and effective sales motions.
- Provide structured market and customer feedback to inform Funnel's product roadmap and go-to-market strategy.
What We're Looking For- 7-10 years of SaaS experience in Account Management, Sales, or Customer Success roles.
- Proven ability to consistently meet or exceed sales targets in complex enterprise environments.
- Strong command of strategic and consultative selling, with an ability to build compelling business cases.
- Experience managing full sales cycles with large ACVs and multi-stakeholder decision processes.
- Confidence and credibility with technical and business stakeholders, including C-level executives.
- Executive presence and the ability to command a room-influencing senior stakeholders and presenting effectively in boardroom settings.
- Excellent communication skills - written, verbal, and visual - with a knack for storytelling and narrative building.
- Demonstrated coachability with a track record of learning, applying feedback, and evolving performance in high-growth environments.
- Intellectual curiosity and a growth mindset, you actively seek to understand customer industries, business models, and challenges.
- High resilience and competitive drive, you persevere through challenges, consistently push for results, and thrive in target-driven environments.
Who You Are- A self-starter with a track record of initiative, ownership, and results.
- A team player with a "we before me" mentality who thrives in collaborative environments.
- Skilled at managing up, laterally, and cross-functionally-able to align internal stakeholders around strategic account plans.
- Motivated by performance, always striving to exceed goals and contribute to Funnel's growth.
Department Revenue Locations Boston, Massachusetts, United States
