Senior Strategic Account Manager
DataVisor is the world’s leading AI-powered Fraud and Risk Platform that delivers the best overall detection coverage in industry. With an open SaaS platform that supports easy consolidation and enrichment of any data, DataVisor's solution scales infinitely and enables organizations to act on fast-evolving fraud and money laundering activities in real time. Its patented unsupervised machine learning technology, advanced device intelligence, powerful decision engine and investigation tools work together to provide guaranteed performance lift from day one. DataVisor's platform is architected to support multiple use cases across different business units flexibly, dramatically lowering total cost of ownership, compared to legacy point solutions. DataVisor is recognized as an industry leader and has been adopted by many Fortune 500 companies across the globe.
Our award-winning software platform is powered by a team of world-class experts in big data, machine learning, security, and scalable infrastructure. Our culture is open, positive, collaborative, and results driven. Come join us!
Summary:
As a Senior Strategic Account Manager, you will be responsible for nurturing and expanding relationships with our largest and most strategic enterprise customers. You will act as a trusted advisor, ensuring customer success, driving adoption, and identifying opportunities for significant expansion and upsell within existing accounts. This role requires a deep understanding of our customers' business needs and the ability to align DataVisor's solutions to achieve their strategic objectives, specifically managing accounts up to $10M ARR in aggregate and driving incremental upsell.
Responsibilities:
- Manage and grow a portfolio of strategic enterprise accounts, focusing on long-term partnerships and customer success.
- Develop and execute strategic account plans to achieve revenue growth targets within assigned accounts, including significant upsells and expansions.
- Build and maintain strong relationships with key stakeholders at all levels within customer organizations, including C-level executives.
- Understand customers' business challenges and objectives, and proactively identify opportunities to leverage DataVisor's solutions to drive value and ROI.
- Drive product adoption and ensure customer satisfaction through regular engagement, business reviews, and strategic planning sessions.
- Identify and pursue upsell and cross-sell opportunities within existing accounts, focusing on expansion into new business units and use cases.
- Collaborate with internal teams, including Customer Success, Product, and Engineering, to ensure customer needs are met and issues are resolved promptly.
- Accurately forecast revenue and growth opportunities within assigned accounts.
- Maintain accurate and up-to-date records in Salesforce.
- Lead contract negotiations and renewals for strategic accounts.
Requirements
- 6-10 years of experience in enterprise SaaS sales or account management, with a focus on managing and growing large, strategic accounts.
- Proven track record of successfully managing accounts with up to $10M+ ARR and driving significant upsell revenue.
- Deep understanding of the Fraud/Regtech solutions landscape and the financial services industry.
- Strong executive presence and ability to engage with C-level and VP-level executives.
- Excellent communication, presentation, and relationship-building skills.
- Strategic thinker with the ability to develop and execute account plans that drive growth and customer success.
- Experience with contract negotiations and renewals.
- Strong understanding of SaaS business models and metrics.
- Ability to collaborate effectively with cross-functional teams.
- Self-motivated, results-oriented, and able to thrive in a fast-paced environment.
- Bachelor’s degree or equivalent experience required.
Benefits
- Insurance, stock option, 401K and PTO.
- Comp range $140K-$160K base salary per year, OTE $280 -$320K per year, negotiable.