Strategic Account Manager

The Opportunity

We're hiring a Strategic Account Manager to own and grow a book of named enterprise accounts across the West Coast while building net-new pipeline within a defined set of target accounts. This role is built for a seller with a proven track record selling to Developer/DevSecOps or Cybersecurity buyers; someone who thrives in complex, consultative sales cycles and can point to real numbers behind both expansion and self-sourced new-business results.

You'll operate as a trusted advisor to executive, security, and engineering leaders at Fortune 200+ organizations, owning the full sales lifecycle from prospecting through close.

Requirements

• 5+ years of quota-carrying, full-cycle SaaS or cloud sales experience
• Experience selling to very large enterprise accounts: Fortune 500 status
• Experience selling into Developer, DevSecOps, and Cybersecurity buyer personas
• Demonstrated experience with both account expansion/upsell and new logo acquisition
• Experience using a formal sales methodology (MEDDIC, MEDDPICC, Challenger, Command of the Message, or similar)
• Experience managing sales cycles longer than 6 months involving multiple stakeholders
• Experience presenting to or negotiating with C-level or VP-level executives
• CRM experience (Salesforce or equivalent)
• Current residency in California, Oregon, Washington, Nevada, or Arizona

What We're Actually Screening For

• The number, not the title. Come ready to discuss your last 3 years of quota attainment and team rank — not just “consistently exceeded quota.”
• A track record of self-sourced pipeline. You can speak to how much net-new pipeline you personally created — not inherited, not marketing-sourced — in each of the last two years.
• One expansion story, one new-logo story. A specific account you grew post-close, and a greenfield logo you sourced and closed yourself.
• Fortune 200+ experience. Your deal history should include named accounts at this scale.
• A real MEDDPICC artifact. Be ready to walk through how you scoped Economic Buyer, Metrics, and Decision Criteria on an actual deal.