Strategic Account Manager – Enterprise Security

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

📋 Description

• Manage a designated portfolio of strategic accounts with comprehensive, multi-year account strategies.

• Cultivate relationships with Chief Security Officers, Vice Presidents of Global Security, GSOC leaders, and counterparts in operations, facilities, and risk management.

• Acquire new strategic clients through paid trials or initial site deployments tailored for growth.

• Scale deployments into additional teams, departments, business units, and locations.

• Create business cases that compare the cost of autonomous coverage against staffed security positions.

• Position long-term, five-year programs effectively.

• Guide customers through the procurement process, InfoSec/vendor risk assessments, Master Service Agreements (MSAs), and Service Level Agreement (SLA) negotiations.

• Oversee the Business Development, Solutions Engineering, and Program Management account team.

• Conduct evaluations and plan for scaled deployments prior to contract finalization.

• Broaden offerings from security to include inspection and operational use cases.

• Collaborate with Marketing to develop referenceable customers and case studies.

• Accurately forecast and manage the sales pipeline using SFDC/Clari.

• Achieve account objectives, including at least two paid trials, one multi-site program conversion, and a minimum of one referenceable customer within the first year.

⛳️ Requirements

• 8–12+ years of experience in enterprise sales.

• Proven success in acquiring large enterprise clients and expanding their business across various teams, departments, business units, and locations.

• Experience in closing seven-figure, multi-year, multi-site contracts with Fortune 500 clients.

• Background in selling physical security, safety, or operational technology.

• Established relationships with corporate security executives.

• Comfort with lengthy sales processes that include procurement, legal review, security assessments, and executive approvals.

• Strong qualification skills utilizing MEDDPICC or similar methodologies.

• Capability to lead cross-functional teams without direct authority.

• Willingness to travel 50% or more.

• Reside near a major U.S. hub airport.

• Experience with robotics, UAVs, or emerging technologies is preferred.

• Previous experience in startup or high-growth environments is advantageous.

• Involvement in ASIS / GSX is a plus.

• Must be eligible to work in the United States, with employment eligibility verified through E-Verify.

🏝️ Benefits

• Equity offered in the form of stock options.

• Comprehensive benefits package available.

• Relocation assistance may be provided for qualifying positions.

• Group health insurance options.

• Paid vacation leave.

• Sick leave benefits.

• Holiday compensation.

• 401K savings plan offered.

• Commission structure in place.