Strategic Account Executive/ Account Manager

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.

What You'll 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 Files.com 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 Files.com 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 Files.com expert — understanding the platform's 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 drive results