Account Manager – Enterprise Expansion

This is a fully remote position, open to applicants in United States.

📋 Description

• Manage a portfolio of significant, existing enterprise accounts and develop multi-year growth strategies for these accounts.

• Take ownership of retention and expansion metrics, including Gross Revenue Retention (GRR), Net Revenue Retention (NRR), and renewal rates.

• Identify and cultivate relationships with new stakeholders across various departments such as security, IT, procurement, compliance, and business units.

• Drive revenue growth through upselling, cross-selling, and encouraging broader adoption of BreachLock services across different business units and regions.

• Execute account mapping and whitespace analysis to identify untapped budgets and stakeholder influences.

• Collaborate with Delivery/Engagement teams to assess project health, identify renewal risks, and transform delivery outcomes into expansion opportunities.

• Oversee a diverse and high-volume account portfolio while ensuring strategic focus on key accounts.

• Be responsible for forecasting, ensuring pipeline accuracy, and negotiating renewal and expansion contracts.

• Facilitate internal coordination across sales engineering, delivery, and leadership for designated accounts.

⛳️ Requirements

• More than 10 years of experience in account management, client success, or enterprise sales.

• Background in a cybersecurity company, preferably in penetration testing, PTaaS, or offensive security services.

• Proven track record of expanding existing accounts with measurable outcomes, including NRR of 110%+ and GRR of 90%+.

• History of proactively driving account growth by identifying and pursuing new stakeholders and opportunities without external prompts.

• Experience in a fast-paced growth or scale-up environment, comfortable with ambiguity and evolving processes.

• Established capability to concurrently manage a large and diverse portfolio of enterprise accounts.

• Proven history of close and effective collaboration with delivery or professional services teams.

• Strong experience in navigating complex enterprise buying committees and managing multi-threaded relationships.

• Possess executive presence, capable of building credibility with senior security leaders (CISO-level) as well as day-to-day practitioners.

• Strong working knowledge of penetration testing, red teaming, attack surface management, or vulnerability management services (preferred).

• An established network of CISOs or senior security leaders within large enterprises (preferred).

• Familiarity with account-based expansion methodologies and stakeholder-mapping tools (preferred).

🏝️ Benefits

• Comprehensive health insurance plans.

• Flexible work arrangements to promote work-life balance.

• Opportunities for professional development and career advancement.

• Competitive salary with performance-based incentives.

• Collaborative and innovative work environment.