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.
Skills Required
- 10+ years experience in Strategic Account Management, Enterprise Sales, or Relationship Management selling IT technology.
- Proven track record of meeting or exceeding 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.
- Deep technical familiarity with SaaS integration, APIs, data pipelines, and enterprise application ecosystems.
- Demonstrated success managing complex commercial cycles, negotiating multi-year enterprise renewals, and closing high-value expansion and net-new contracts.
- Polished executive presence with strong negotiation and conflict-resolution skills.
- Solution-oriented, proactive thinker able to turn technical or political roadblocks into opportunities.
- Bachelor's Degree.
- Experience using Salesforce for pipeline and activity tracking.
- Experience working in a start-up or scale-up environment.
What We Do
SnapLogic delivers intelligent automation that connects your enterprise and unlocks the power of your applications and data. The company’s leadership in intelligence-powered workflows and self-service integration capabilities make it fast and easy for organizations to manage all their application integration, data integration, and data engineering projects on a single, scalable platform. Hundreds of Global 2000 customers – including Adobe, AstraZeneca, Box, GameStop, Verizon, and Wendy’s – rely on SnapLogic to automate business processes, accelerate analytics, and drive digital transformation. SnapLogic was founded by data industry veteran Gaurav Dhillon and is backed by blue-chip investors including Andreessen Horowitz, Capital One, Ignition Partners, Microsoft, Triangle Peak Partners, and Vitruvian Partners. What does SnapLogic do? | Watch video: snaplogic.com/resources/videos/explainer-video
