Strategic Account Manager

The Role:

The Strategic Account Manager is a high-impact, commercial sales and relationship role that requires exceptional tact, technical credibility, and long-term strategic vision. This role demands a balanced "hybrid" skillset: 70% of your focus will be dedicated to retaining, defending, and massively expanding SnapLogic’s footprint within existing strategic accounts, while 30% will focus on hunting and closing net-new enterprise logos. The successful candidate has a proven history of both protecting net revenue retention (NRR) and driving net-new business. You have mastered the art of navigating through complex organizations, managing multi-threaded stakeholders, and establishing trusted advisory partnerships with the C-Suite. A successful candidate will have demonstrated success in driving measurable product adoption, customer health, and strategic "land and expand" enterprise software sales.

What You'll Do:

• Maximize Existing Accounts (70% Focus): Serve as the primary commercial owner for a dedicated portfolio of SnapLogic’s highest-value strategic enterprise accounts. Secure long-term renewals, defend against competition, and aggressively drive "land and expand" revenue by uncovering new business units, use cases, and departments for cross-sell and upsell opportunities.
• Hunt Net-New Logos (30% Focus): Conduct targeted outbound prospecting into assigned greenfield accounts in your territory. Secure meaningful conversations with key decision-makers and navigate net-new enterprise sales cycles from initial discovery to close.
• Build a Regional Territory Strategy: Develop and present a comprehensive 90-day account and territory plan, detailing stakeholder maps, risk mitigation strategies, whitespace expansion paths, and a regional sales plan for net-new targets.
• Navigate the C-Suite: Develop and manage key relationships across the entire enterprise grid-from technical individual contributors and developers to CIOs, CTOs, and Chief Data Officers.
• Partner with Customer Success: Collaborate closely with Customer Success Managers and Solutions Architects to ensure deep product adoption in existing accounts, track ROI metrics, and ensure customers are highly referenceable.
• Practice Operational Discipline: Drive smooth, predictable commercial operations by managing timely renewals and maintaining immaculate pipeline and activity tracking within Salesforce.

What We're Looking For:

• 10+ years of experience in Strategic Account Management, Enterprise Sales, or Relationship Management selling solutions into IT technology.
• Proven track record of consistently meeting or exceeding both net revenue retention (NRR) expansion quotas and net-new business quotas.
• Comfort navigating a hybrid quota structure (split between account growth/renewals and net-new ARR acquisition).
• Both SaaS and on-premise enterprise software experience are a MUST.
• Deep technical familiarity with SaaS integration, APIs, data pipelines, or enterprise application ecosystems.
• Demonstrated success managing complex commercial cycles, from negotiating multi-year enterprise renewals to closing high-value expansion agreements and net-new contracts.
• A polished executive presence and poise that exudes credibility, with strong negotiation and conflict-resolution skills.
• A solution-oriented, proactive thinker who thrives on turning complex technical or political roadblocks into commercial opportunities.
• Bachelor's Degree required.
• Experience working in a start-up or scale-up environment strongly preferred.