Senior Enterprise Account Manager

Role Overview

• Own a portfolio of large, strategic enterprise accounts with responsibility for retention, expansion, and long-term account growth.
• Lead renewal strategy and execution across your book of business, managing timelines, stakeholder alignment, commercial conversations, and contract close.
• Identify, develop, and close expansion opportunities including cross-sell and upsell motions across Security Journey's platform and emerging AI training offerings.
• Build and execute strategic account plans focused on relationship depth, product adoption, measurable customer outcomes, and net retention.
• Multithread effectively across program owners, security leaders, engineering stakeholders, and executive decision-makers, including the CIO organization.
• Act as a strategic advisor to customers by understanding their business priorities, software development environment, security maturity, and learning objectives.
• Lead high-quality business reviews and ongoing customer conversations that connect platform value to measurable outcomes and future opportunity.
• Use HubSpot, Gong, platform usage data, and customer context to maintain forecast accuracy, manage opportunities, and drive proactive account strategy.
• Partner across Sales, Product, Marketing, Customer Support, and leadership to deliver strong customer experiences and successful commercial outcomes.
• Lead by example within the Account Management organization and provide informal mentorship and coaching when appropriate.

Requirements

• 6+ years of experience in SaaS account management, enterprise account management, or a similar post-sale commercial role.
• Experience engaging customers on enterprise AI adoption, clearly articulating AI capabilities, limitations, and business impact, and translating technical AI concepts into outcomes relevant for security, engineering, and business leaders.
• Proven ability to build credibility and maintain relationships with AI-focused stakeholders including Heads of AI, Chief Technology Officers, Chief Information Security Officers, and AI governance or innovation leaders, supporting strategic account growth and expansion.
• Proven success owning renewals and driving expansion within existing customer accounts.
• Demonstrated closing experience and confidence leading pricing, negotiation, and account growth conversations.
• Experience managing larger, more complex enterprise accounts with multiple stakeholders and longer decision cycles.
• Strong ability to build credibility with technical audiences and navigate software development, secure coding, AppSec, or engineering-related conversations.
• Familiarity with the software development lifecycle and an understanding of developer culture, technical learning environments, or secure coding practices.
• Strong executive presence and ability to multithread from day-to-day program owners to senior business and technology leaders.
• High level of organization, follow-through, and accountability in a metrics-driven environment.
• Experience using HubSpot, Gong, or similar tools to manage forecasting, pipeline, and account activity.
• Excellent written, verbal, presentation, and relationship-building skills.

Benefits

• remote-first team that values accountability, collaboration, and results