Files.com - Strategic Account Executive/ Account Manager

• 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. • ✅ You have a proven track record of both expanding complex enterprise accounts and self-sourcing net-new pipeline at the enterprise level ($5B+ accounts) ✅ You're deeply fluent in enterprise IT infrastructure — you can hold a real conversation with a VP of IT Operations or a Director of Network Engineering ✅ You combine technical credibility with executive presence and the ability to operate across both levels in the same deal ✅ You're comfortable with long, complex sales cycles and know how to maintain momentum across multi-stakeholder organizations ✅ You balance persistence with judgment and long-term relationship thinking ✅ You are proactive, curious, and disciplined in how you operate ✅ You want ownership, accountability, and visible impact — across both an existing book of business and a territory you're building • Location & Travel • Austin-based candidates are preferred for proximity to leadership, but exceptional remote candidates will be considered. Remote employees will be expected to make monthly trips to Austin, TX. This role includes travel as needed to build and maintain strong customer relationships.