Location: Austin TX (preferred) / Remote (exceptional candidates)
Type: Full-time
Compensation: $250000 - $350000 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 youll do both and be rewarded for excelling at both.

This is a hybrid role: youll carry a book of existing strategic accounts while simultaneously hunting new enterprise logos within a defined territory. Youre not just an account manager and youre not just a hunter. Youre a full-cycle enterprise seller who can grow what we have and win what we dont.

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.

Who We Are

Were a profitable founder-led SaaS company powering secure file transfer and automation for 4000 brands you know: Marc Jacobs GrubHub Michelin Hot Topic Planet Fitness KFC and more.

Weve 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 were 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.

What Youll Do

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 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 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 expert understanding the platforms 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 in the world are making infrastructure decisions at scale and they need a seller who can earn their trust and close at the level those decisions deserve.

Your work directly impacts:

Net Revenue Retention

Expansion pipeline and closed revenue across strategic accounts

New logo pipeline and closed-won business from net-new enterprises

Executive relationships and customer trust

Product and roadmap insight from real-world usage

What Makes Different

A book of business on day one: Youre not starting from zero. You enter with real accounts and real expansion opportunities to go after immediately.

A defined territory to hunt: Your new-logo pipeline is yours to build with the autonomy tools and team backing to win the biggest enterprise IT deals in the market.

Technical depth wins here: The buyers youll target are IT infrastructure leaders who can spot a rep who doesnt know the space. Your knowledge is your competitive weapon.

A product that works: is reliable secure and continuously improving no selling around broken promises.

Real engineering backing: Customer feedback gets acted on fast. Solutions ship in days not quarters. Youll never waste your career apologizing for known issues.

Meaningful impact: Expansion and new-logo deals that can be measured in six and seven figures.

Who Thrives in This Role

You have a proven track record of both expanding complex enterprise accounts and self-sourcing net-new pipeline at the enterprise level ($5B accounts)
Youre 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
Youre 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 youre 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.

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
$1000 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 can do it all grow strategic accounts into durable expanding partnerships while hunting and closing the biggest enterprise IT deals in the market. Youll enter with a book of business and a defined territory to build. Both reward the same thing: expertise discipline and relentless execution.