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About the role
Key responsibilities & impact- 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.
Requirements
What you’ll need- 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.
Benefits
Comp & perks- competitive salaries
- equity packages
- global wellness benefits
ATS Keywords
✓ Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills & Tools
Enterprise SalesStrategic Account ManagementSaaS SolutionsAPIsData PipelinesCommercial Cycle ManagementRevenue RetentionNet-New Business AcquisitionAccount GrowthRenewal Management
Soft Skills
NegotiationConflict ResolutionProactive ThinkingExecutive PresenceRelationship Building
Certifications
Bachelor's Degree