Lead renewal strategy and execution across your book of business, managing timelines, stakeholder alignment, commercial conversations, and contract close.
Identify, develop, and close expansion opportunities including cross-sell and upsell motions across Security Journey's platform and emerging AI training offerings.
Build and execute strategic account plans focused on relationship depth, product adoption, measurable customer outcomes, and net retention.
Lead high-quality business reviews and ongoing customer conversations that connect platform value to measurable outcomes and future opportunity.
Lead by example within the Account Management organization and provide informal mentorship and coaching when appropriate.
Requirements
This is a sales-focused account management role with responsibility for renewals, expansion, and cross-sell across existing accounts, including new AI training offerings.
You should be comfortable operating in a technical environment, understand how software organizations work, and know how to translate customer goals into retention, broader adoption, and revenue growth.
experience in SaaS account management, enterprise account management, or a similar post-sale commercial role.
Experience engaging customers on enterprise AI adoption, clearly articulating AI capabilities, limitations, and business impact, and translating technical AI concepts into outcomes relevant for security, engineering, and business leaders.
Proven ability to build credibility and maintain relationships with AI-focused stakeholders including Heads of AI, Chief Technology Officers, Chief Information Security Officers, and AI governance or innovation leaders, supporting strategic account growth and expansion.
Experience managing larger, more complex enterprise accounts with multiple stakeholders and longer decision cycles.
Strong ability to build credibility with technical audiences and navigate software development, secure coding, AppSec, or engineering-related conversations.
Familiarity with the software development lifecycle and an understanding of developer culture, technical learning environments, or secure coding practices.
High level of organization, follow-through, and accountability in a metrics-driven environment.
Experience using HubSpot, Gong, or similar tools to manage forecasting, pipeline, and account activity. Excellent written, verbal, presentation, and relationship-building skills. Preferred
Experience in cybersecurity, application security, developer tools, technical training, or learning technology.
Experience with strategic account planning and enterprise contract negotiations. Familiarity with sales methodologies such as Sandler, MEDDIC, or Challenger.
Experience in a high-growth SaaS environment.
Bachelor's degree preferred.
You will help shape the next chapter of Security Journey's growth as we expand into new AI training offerings.
You will work at the intersection of security, software development, and AI.
As we continue to grow and expand our AI training offerings, we are building an Account Management organization that can protect revenue, deepen customer relationships, and create meaningful expansion across the customer lifecycle.
Experience
What You Bring 6+ years of
Additional details
The Opportunity Security Journey is hiring a Senior Enterprise Account Manager to own and grow a portfolio of our largest and most strategic customer relationships.
The right person for this role knows how to build trust with program owners and technical stakeholders, multithread into executive and CIO-level relationships, and lead commercial conversations with discipline and urgency.
What You Will Do Own a portfolio of large, strategic enterprise accounts with responsibility for retention, expansion, and long-term account growth.
Act as a strategic advisor to customers by understanding their business priorities, software development environment, security maturity, and learning objectives.
Use HubSpot, Gong, platform usage data, and customer context to maintain forecast accuracy, manage opportunities, and drive proactive account strategy.
Partner across Sales, Product, Marketing, Customer Support, and leadership to deliver strong customer experiences and successful commercial outcomes.
Proven success owning renewals and driving expansion within existing customer accounts.
experience and confidence leading pricing, negotiation, and account growth conversations.
Strong executive presence and ability to multithread from day-to-day program owners to senior business and technology leaders.
Experience selling into engineering, security, platform, or CIO organizations.