Senior Account Manager

Job requirements

• Build and maintain relationships with senior stakeholders (VP and above) at each strategic account, not just the technical or day-to-day contacts, and use those relationships to protect renewals and surface expansion opportunities earlier
• Map each account's corporate structure, including parent companies, sister brands, and subsidiaries, and build a concrete plan for extending Snowplow's footprint across that family of brands rather than treating each contract as a standalone deal
• Quantify business value and ROI in terms senior stakeholders care about, and coach your technical champions on how to make that case internally when you're not in the room
• Grow the existing strategic customer base through cross-sell and upsell: new brands within the same corporate family, new products and solutions, new pricing structures, new teams served
• Manage renewals and upsell cycles end to end, including risk mitigation, timely signature, and negotiation with procurement and finance
• Drive multi-year contract strategies across your customer base
• Develop and run a partner strategy for your portfolio, including cloud data warehouses, technology partners, and systems integrators
• Apply account management fundamentals consistently: account and territory planning, contract and procurement negotiation, discovery, and champion-building
• Work closely with Marketing, Customer Success, Technical Account Management, and Product so your account plans reflect what's happening across the whole customer relationship, not just your slice of it
• Use Challenger sales methodology and MEDDPICC to plan and run retention and growth motions

Job responsibilities

• 7+ years in B2B SaaS sales or account management, with a focus on technical products related to data infrastructure
• A demonstrated ability to build relationships with senior stakeholders (VP/C-level) and navigate procurement, legal, and finance in large or matrixed organizations
• Direct experience growing an account across multiple brands, business units, or subsidiaries within a single corporate parent, not just growing usage within one team
• A consistent history of overperformance in individual contributor sales or account management roles, at both established companies and startup or Series B environments
• Deep understanding of data analytics and cloud infrastructure, and hands-on experience applying Challenger sales methodology and MEDDPICC
• An entrepreneurial approach to territory planning: you should be comfortable building your own point of view on how to grow an account rather than waiting for direction
• A Bachelor's degree in Business, Marketing, or a related field

Job benefits

• A competitive package, including share options
• Flexible working
• Unlimited PTO
• 401k
• Medical, dental & vision insurance
• Mental health support
• MacBook and home office equipment allowance
• Short & long term disability insurance
• 1 week of volunteering a year for a cause you feel passionate about
• Enhanced maternity, paternity, shared parental and adoption leave