Strategic Account Manager

Job Description

📍 Location: Austin, TX (preferred) / Remote (exceptional candidates)

💼 Type: Full-time, Senior Individual Contributor

💰 Compensation: $250,000 - $350,000 OTE, split ⁵⁰⁄₅₀ between salary and commissions (subject to qualifications and experience) + equity + premium benefits

At many companies, account management is about maintenance.

At Files.com, it’s about growth.

We work with thousands of sophisticated enterprises that rely on Files.com for secure, mission-critical file transfer and automation. Many of those customers are using only a fraction of what’s possible. They renew reliably—but they’re not expanding fast enough, deep enough, or strategically enough.

The Strategic Account Manager role exists to change that.

This role is designed for senior sellers who want to take meaningful ownership of large, high-potential accounts and turn them into materially larger, long-term partnerships.

Who We Are

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 offices is brand-new space in the heart of downtown, 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.

What You’ll Do

• Own the end-to-end commercial strategy for a defined set 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
• Partner with Product, Engineering, Support, and Customer Success to align execution
• Bring customer insight back into the organization to influence priorities and decisions

What This Role Is (and Is Not)

This is not a traditional “care and feeding” account manager role.

It is a growth-focused role inside existing customers.

As a Strategic Account Manager, you will own a small portfolio of strategic accounts and be responsible for expanding them through deep discovery, executive-level relationships, and disciplined account strategy. Meetings, QBRs, and reviews are not box-checking exercises—they are tools to create alignment, earn trust, and unlock expansion.

If you’re energized by building something meaningful inside complex organizations—and being accountable for the result—this role will be a strong fit.

In the first six months, success looks like meaningful expansion pipeline across your accounts.

Within twelve months, success is clear: closed expansion deals, larger customer footprints, and measurable contribution to retention and growth.

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.  Strategic Account Managers ensure Files.com is the platform those customers expand with—not the vendor they outgrow.

Your work directly impacts:

• Net Revenue Retention
• Expansion pipeline and closed revenue
• Executive relationships and customer trust
• Product and roadmap insight from real-world usage

What Makes Files.com Different

• True ownership: You are the accountable owner of your accounts’ commercial success.
• Credible buyers: Our customers are experienced IT and security leaders who value clarity and substance.
• A product that works: Files.com is reliable, secure, and continuously improving—no selling around broken promises.
• Intentional growth: This role helps define how strategic account expansion scales at Files.com.
• Meaningful impact: You’ll work on accounts where expansion can be measured in six and seven figures.

Who Thrives in This Role

• ✅ You have experience expanding complex enterprise accounts and can clearly articulate your personal impact
• ✅ You’re comfortable engaging executives and credible with technical stakeholders
• ✅ 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—not a passive book of business

Location & Travel

Austin-based candidates are preferred for proximity to leadership, but exceptional remote candidates will be considered. This role includes travel as needed to build and maintain strong customer relationships.

Perks & Benefits

• 🩺 100% Paid Health, Dental & Vision (75% for family)
• 💸 401(k) with 4% Company Match
• 📈 Equity Grants for Every Employee
• 🍼 Paid Parental Leave
• 🌴 20 PTO Days + 11 Holidays + Full Company Winter Break
• 💰 $1,000 Signing Bonus + Modern Apple Laptop + Anniversary Gifts
• 🍳 Free catered lunch every day in our Austin office
• ✈️ Team Travel to NYC, Austin, Nashville, Miami, and more

Bottom line

This is a senior, career-defining role for someone who wants to turn strong customer relationships into durable, expanding partnerships—and be rewarded for doing it well.