Key Accounts Manager – Strategic, Enterprise Accounts
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full-time
Posted on:
Location Type: Remote
Location: United States
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About the role
- Serve as the primary relationship owner for the company's top 20 enterprise customers.
- Build and maintain strong relationships with executive sponsors, security leaders, IT teams, and operational stakeholders.
- Act as a trusted advisor helping customers achieve strategic objectives using our platform.
- Identify and mitigate champion risk by mapping multiple stakeholders per account and avoiding single points of failure.
- Identify opportunities to expand adoption across locations, departments, and global operations.
- Drive upsell, cross-sell, and expansion opportunities within existing customers.
- Work with Sales to structure expansion opportunities and renewals that maximize long-term revenue.
- Develop and execute multi-year account growth strategies.
- Lead competitive defense and displacement strategies when customers are evaluating alternative vendors.
- Partner with enterprise customers to standardize our platform across global locations.
- Identify gaps in tools, processes, or policies and develop roadmaps for enterprise-wide adoption.
- Align regional teams on a unified solution.
- Own the rapid response for critical and at-risk accounts, including churn-risk assessment and recovery planning.
- Drive executive-level intervention when account health requires escalation.
- Monitor account health through multi-source intelligence including CRM data, product usage metrics, support trends, and call sentiment.
- Create and maintain comprehensive account plans for each key customer.
Requirements
- 10+ years in enterprise or strategic account management.
- Proven track record managing large enterprise or Fortune 1000 accounts.
- Demonstrated ability to drive account expansion, global standardization, and multi-year strategic growth.
- Experience working with executive stakeholders and cross-functional teams.
- Strong understanding of enterprise SaaS or technology platforms.
- Experience navigating complex pricing negotiations, MSA structures, and multi-entity commercial agreements.
- Preferred Experience
- Experience managing global enterprise customers across multiple regions (Americas, EMEA, APAC).
- Background in physical security, workplace technology, visitor management, or compliance-driven environments.
- Familiarity with regulated industries including defense contracting (FOCI, ITAR), customs compliance (CTPAT), or government security clearance environments.
- Experience with multi-source account intelligence tools (CRM, call analytics, support platforms, product usage data).
Benefits
- Customer First – We prioritize the needs of our customers in everything we do.
- Respect & Dignity – We foster an inclusive, supportive, and diverse workplace.
- Accountability & Empowerment – We take ownership and empower each other to succeed.
- Honesty & Positivity – We communicate openly and celebrate wins, big and small.
- We’re Here to Win – We push boundaries and strive for excellence.
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills & Tools
account managementaccount expansionstrategic growthpricing negotiationsMSA structurescommercial agreementsenterprise SaaSglobal standardizationmulti-source account intelligencechurn-risk assessment
Soft Skills
relationship buildingtrusted advisorstakeholder managementcross-functional collaborationexecutive communicationstrategic planningproblem-solvingrisk mitigationleadershipcustomer advocacy