Founding Strategic Account Manager
The founding Strategic Account Manager will own enterprise renewal, expansion, forecasting, executive relationships, and commercial negotiations while building Terminal’s repeatable account-management playbook. The role requires demonstrated success managing $1M+ technical-product portfolios, driving expansion ARR and retention, and working with data infrastructure or API products.
About the job
Responsibilities
- Own the renewal and expansion forecast for assigned enterprise accounts, including account plans, scaling motions, expansion pipeline, and retention outcomes.
- Run structured scaling and expansion motions every four weeks, documenting use cases, unlock conditions, timing, and customer budget owners.
- Lead pricing proposals and order-form negotiations, escalating non-standard terms as needed.
- Own executive relationships, stakeholder maps, executive check-ins, and renewal readiness.
- Activate a 180-day renewal runway when risk signals appear and build renewal and expansion strategies six months before renewal.
- Co-author the account-plan template and expansion forecast model with the COO during the first 90 days.
- Establish the commercial workflow for renewal dates, expansion pipelines, stakeholder maps, and pricing exceptions.
- Lead the dedicated account pod commercially alongside a Customer Success Manager and Customer Engineer.
Requirements
- Experience owning enterprise renewal and expansion portfolios of $1M+ at a technical product company, such as a data infrastructure or developer-platform company.
- Demonstrated expansion ARR and net dollar retention results.
- Ability to conduct commercial conversations with Fortune 500 technology executives, communicate value, frame pricing, and negotiate order forms independently.
- Experience running a disciplined expansion motion with a documented thesis, named budget owner, and realistic timing.
- Understanding of data pipelines and API products sufficient to connect commercial expansion to technical use cases and identify when a Customer Engineer should participate.
- High-urgency operating style, with early renewal planning and strong executive relationship management.
- Toronto/GTA-based; travel as needed for customer and executive meetings, up to 15–25%, primarily to the United States.
Nice to Have
- Experience in telematics, fleet, insurance, or logistics.
- Experience building or operating account-planning or expansion-forecast systems.
- Experience at Snowflake, Databricks, Twilio, Stripe, Segment, or Fivetran.
Success Measures
- Within 90 days, own account plans, renewal dates, expansion forecasts, and stakeholder maps; establish executive cadences; ship version one of the account-plan template and expansion forecast model; and create a live expansion forecast entry.
- Within 6–12 months, independently run the expansion motion, close expansion against documented forecasts, sustain net dollar retention, maintain documented renewal strategies, and establish a repeatable Strategic Account Manager playbook.
Compensation
- On-target earnings are referenced, but the detailed compensation range is not included in the provided description.
Skills
Account Planning, Expansion Forecasting, Enterprise Account Management, Renewal Management, Order-Form Negotiation, Pricing Strategy, Executive Relationship Management, Stakeholder Mapping, Data Pipelines, Api Products, Net Dollar Retention, Arr Forecasting, Attio
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