This role is remote, with a strong preference for a candidate based in Dallas, TX

A Strategic Enterprise Account Manager. The Strategic Enterprise Account Manager is the lead overlay consultant  responsible for the health and growth of our product within a Service Provider’s (SP) enterprise portfolio. This role requires a "triad" management approach: you must align with the SP Sales Teams to win business, provide high-touch advocacy for the End-Customer, and lead the Contract Renewal process to secure long-term revenue. You are the bridge that ensures the SP Sales Team remains successful and the End-Customer remains satisfied.

Job Duties:

• Co-Selling & Market Execution

  • Joint Sales Advocacy: Partner with SP Account Executives (AEs) to identify high-potential enterprise targets and participate in active sales cycles to close new business.

  • Deal Architecting: Collaborate with the SP to structure solutions that integrate our product into their broader service offering, ensuring a seamless value proposition.

  • Strategic Alignment: Ensure the SP’s sales teams are prioritizing our solution by demonstrating how it helps them hit their own quotas and increases their "stickiness" with the customer.

• Lifecycle Relationship Management (The Triad)

  • SP Sales Team Partnership: Maintain a continuous feedback loop with the SP Sales Team. Act as their "secret weapon" by providing the insights and support they need to manage the account effectively.

  • End-User Success Advocacy: Maintain a direct relationship with key stakeholders at the enterprise customer level to ensure the product is delivering the expected business outcomes.

  • Account Health Orchestration: Host regular "Sync Sessions" with the SP Sales Team to review account health, usage trends, and potential friction points before they become issues.

  • Expansion & Upsell: Identify opportunities for growth within the enterprise environment and coordinate with the SP Sales Team to execute the upsell strategy.

• Contract Renewals & Retention

  • Renewal Strategy Leadership: Own the end-to-end renewal process. You lead the strategy to ensure both the SP and the end-user commit to contract extensions.

  • SP Sales Alignment on Renewals: Work months in advance with the SP Sales Team to prepare renewal quotes, address any competitive threats, and ensure the SP is incentivized to renew our component of the bundle.

  • Commercial Negotiation: Navigate three-way renewal discussions (Vendor-SP-Customer) to manage pricing, terms, and service-level agreements (SLAs).

Desired Qualifications:

• Experience: 8+ years in Strategic Account Management, with a proven track record of managing enterprise-level renewals through a Service Provider or Channel Partner.

• Relationship Orchestration: Ability to manage the "political" balance of supporting an SP Sales Team while simultaneously maintaining a direct relationship with their customer.

• Renewal & Retention Expertise: Proven ability to lead complex, multi-party contract negotiations and "save" at-risk accounts.

• Commercial Diplomacy: Strong understanding of SaaS/Product contract structures and the financial mechanics of Service Provider margins.

What we offer:  

• Comprehensive medical, dental, vision, disability, life insurance

• Health Savings Account (HSA), Flexible Spending Account (FSAs) and Commuter benefits

• Voluntary supplemental health coverage and life insurance

• 401K match and ESPP

• Paid time off and paid sick leave

• Paid parental and pregnancy leave 

• Family-forming benefits (IVF, Preservation, Adoption etc.)

• Emergency backup care (Child/Adult/Pets)

• Employee Assistance Program (EAP) with counseling sessions available 24/7

• Free legal services that provide legal advice, document creation and estate planning

• Employee bonus referral program

• Student loan refinancing assistance

• Employee 1:1 coaching, perks and discounts program