Strategic Account Executive/ Account Manager

About the role

We're Files.com, a profitable, founder-led SaaS company powering secure file transfer and automation for 4,000+ brands you know: Marc Jacobs, GrubHub, Michelin, Hot Topic, Stamps.com, Planet Fitness, KFC, and more. We've built a $35M+ business with just 70 people by hiring smart, disciplined, and high-output teammates who act fast and own outcomes. Backed by $46.5M from Riverwood Capital, we're scaling intentionally - and this role is a critical piece of that growth. Our office is brand-new space in the heart of downtown Austin, surrounded by energy, culture, and some of the best food and nightlife in Texas. Free breakfast daily, plenty of room to collaborate, and the vibrancy of Austin right outside the door. Twice a year, we bring the whole team together for energizing off-sites in cities like New Orleans, Nashville, and Miami.

Responsibilities

• Expand Existing Strategic Accounts:
• Own the end-to-end commercial strategy for a defined portfolio of strategic accounts
• Build multi-threaded relationships across technical, operational, and executive stakeholders
• Lead deep discovery to uncover business and technical problems worth solving
• Develop and execute account plans focused on expansion and long-term value
• Lead complex negotiations and close high-impact expansion deals
• Bring customer insight back into the organization to influence priorities and decisions
• Win New Enterprise Logos:
• Generate the majority of your new-logo pipeline through strategic outbound prospecting, executive networking, and referrals at companies with $5B+ in revenue
• Identify and engage VP-level and above stakeholders in IT operations, infrastructure, data movement, security, and compliance - the people who own the problem Files.com solves
• Run discovery with infrastructure depth: surface legacy modernization, compliance risk, and operational complexity, and connect them to clear business value
• Think strategically about enterprise-wide value, structure large multi-department contracts, and close deals that reflect the full scope of what Files.com can do
• Navigate complex deals across IT leadership, security teams, procurement, and executive sponsors, keeping alignment and momentum across long, multi-stakeholder sales cycles
• Across Both Motions:
• Become a true Files.com expert - understanding the platform's architecture, security model, compliance capabilities, and integrations at a level that earns credibility with the most technical buyers
• Forecast and execute with discipline: build, maintain, and accurately forecast a healthy pipeline, consistently achieving or exceeding quota
• Partner with Product, Engineering, Support, and Customer Success to align execution and deliver real outcomes
• What This Role Is (and Is Not)
• This is not a passive account management role. It is not a pure inbound AE role either.
• You will enter with a book of existing strategic accounts - real customers, real expansion potential, and a foundation to build on immediately. You will also carry a defined territory of net-new enterprise logos to pursue.
• As a Strategic Account Executive, QBRs and account reviews are not box-checking exercises - they are tools to create alignment, earn trust, and unlock expansion. Outbound prospecting is not a fallback activity - it is a core part of how you build a compounding, career-defining territory.
• Both motions require the same thing: deep discovery, executive relationships, technical credibility, and disciplined execution.
• In the first six months, success looks like meaningful expansion pipeline across your existing accounts and real new-logo pipeline underway.
• Within twelve months, success is clear: closed expansion deals, multiple net-new logos won, a self-sustaining outbound motion, and measurable contribution to both NRR and new ARR.
• You are accountable for outcomes - not activity alone.
• Why This Role Matters
• Our customers are actively modernizing infrastructure, replacing legacy tools, and investing in more resilient platforms. The largest enterprises

Benefits

Additional Information

📍 Location: Austin, TX (preferred) / Remote (exceptional candidates) 💼 Type: Full-time 💰 Compensation: $250,000 - $350,000 OTE, split 50/50 between salary and commissions (subject to qualifications and experience) + equity + premium benefits At most companies, enterprise sales is either about landing new logos or keeping existing ones happy. At Files.com, you'll do both - and be rewarded for excelling at both. This is a hybrid role: you'll carry a book of existing strategic accounts while simultaneously hunting new enterprise logos within a defined territory. You're not just an account manager, and you're not just a hunter. You're a full-cycle enterprise seller who can grow what we have and win what we don't. You will have existing accounts while you are also focused on new logos. We believe this is in line with how most top enterprise sellers operate - a book of business to expand, and a defined territory for new logo opportunities.

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