Strategic Account Manager

Job Responsibilities

• Account Expansion & Revenue Growth
  • Develop and execute multi-year strategic account strategies to drive executive alignment, adoption, expansion ARR, responsible consumption growth, retention, and long-term value creation
  • Identify, qualify, and close complex upsell, cross-sell, enterprise-wide standardization, and token-consumption opportunities across strategic organizations
  • Drive expansion across business units, departments, subsidiaries, regions, and affiliated entities within the enterprise family tree
  • Own renewal and expansion strategy, partnering closely with Customer Success to ensure account health and risk mitigation, long-term client retention, executive value realization, SaaS revenue stability, and governed consumption growth
  • Position Agiloft as a strategic enterprise platform, clearly articulating differentiated value including AI-driven capabilities, enterprise standardization, SaaS subscription value, and token-consumption economics
• Client Relationship Management
  • Build and maintain trusted relationships with senior leaders, C-level executives, economic buyers, and cross-functional transformation sponsors across legal, procurement, finance, IT, and operations
  • Act as a strategic advisor by aligning Agiloft’s capabilities to enterprise-wide business initiatives, operating priorities, risk programs, and transformation agendas
  • Partner cross-functionally with Sales Leadership, Customer Success, Solution Consulting, Product, and Professional Services
  • Lead executive business reviews focused on business outcomes, adoption, consumption governance, strategic alignment, and enterprise-wide value realization
• Sales Strategy and Execution
  • Leverage account intelligence, customer insights, token-consumption trends, executive priorities, and forecasting tools (e.g., Clari / SalesLoft) to identify expansion opportunities, forecast accurately, and manage complex strategic account pipeline health
  • Apply the MEDDPICC sales methodology across all expansion and renewal motions to qualify opportunities, guide deal strategy, and drive predictable outcomes, including economic buyer alignment, decision process, paper process, and champion validation
  • Lead complex strategic expansion opportunities from identification through close, including multi-threaded executive alignment and cross-functional orchestration of internal resources to advance strategic account objectives
  • Develop and execute close plans aligned to MEDDPICC criteria, including economic buyer alignment and competitive positioning
  • Maintain accurate records of account activities, renewal risks, expansion opportunities, consumption signals, and sales forecasts
  • Provide regular executive-level updates to sales leadership on account strategy, renewal posture, expansion path, consumption trends, risk, and forecast accuracy
• Customer Insights & Collaboration
  • Serve as the voice of strategic customers internally, providing executive-level feedback to influence product direction, AI roadmap, monetization packaging, implementation motions, and go-to-market strategy
• AI Thought Leadership
  • Confidently position AI and token-based consumption as strategic transformation levers in enterprise contract management, governance, and operational performance
  • Lead executive-level conversations on AI-driven risk management, obligation governance, analytics, consumption governance, change management, and operational efficiency
  • Collaborate with Solution Consultants to ensure accurate and compelling technical representation of Agiloft’s AI capabilities during client engagements
  • Translate strategic customer feedback into insights that shape AI product development, packaging, enterprise enablement, and strategic market messaging
  • Leverage AI-assisted tools to enhance productivity, improve processes and workflows, strengthen executive account planning, and support everyday work
• Other duties as assigned

Required Qualifications

• 7+ years of experience in SaaS or consumption-based software sales, with a preference for experience in Contract Lifecycle Management (CLM), Legaltech, or related systems
• Proven ability to create and implement account strategies and manage complex cloud software, SaaS, and hybrid monetization sales cycles
• Proven success managing complex Strategic accounts ($2.5B+ annual revenue) using a structured sales methodology (e.g., MEDDPICC), with focus on executive alignment, retention, NRR, and expansion execution
• Demonstrated expertise in enterprise deal strategy, negotiation, executive-level engagement, and complex commercial structuring
• Strong executive presence with the ability to influence senior and C-level stakeholders, economic buyers, and cross-functional transformation sponsors
• Excellent interpersonal, communication, and presentation skills
• Demonstrated ability to navigate complex organizational structures, global account dynamics, and multi-threaded executive relationships
• Strong problem-solving and strategic thinking skills, with the ability to align enterprise business initiatives to technical solutions
• Highly organized with strong multi-year account planning, executive communication, forecasting, risk management, and pipeline management capabilities
• Proficiency with Salesforce, Clari / SalesLoft, Microsoft Office, and collaboration tools
• Willingness to travel