Strategic Account Manager

We're looking for a Strategic Account Manager to serve as the lead commercial partner for our high-value and high complexity accounts. This role demands innovative and strategic thinking to resolve complex retention challenges and independently drive significant contract growth. The Strategic Account Manager will operate as a thought leader, proactively influencing senior and executive stakeholders (VP-level) to secure long-term, multi-product partnerships across the portfolio. This is a hybrid role and is open to applicants located within commuting distance of our Tokyo office. In this role, you will report to the VP, Sales, Emerging Markets.

WHAT YOU’LL DO:

- Lead Complex Retention: Proactively lead the end-to-end renewal process for high-value accounts, developing creative and strategic solutions to overcome complex commercial and relationship issues to achieve win-win renewal outcomes.

- Drive Accelerated Expansion: Consistently create and close out-of-cycle expansion opportunities (not just at renewal) to significantly increase Annual Contract Value (ACV), leveraging a deep understanding of the customer's corporate strategy.

- Executive Engagement & Influence: Build trusted, value-based relationships and deliver impactful narratives to VP and Executive-level contacts, aligning our platform's capabilities to their long-term strategic goals.

- Thought Leadership & Process Improvement: Act as an internal subject matter expert, sharing best practices and driving continuous improvements to our renewal strategy, playbooks, and operational processes across the wider Account Management team.

- Expert Forecasting: Maintain a rigorous rolling forecast, ensuring SFDC hygiene is impeccable and presenting key trends and risk mitigation strategies to leadership on a regular basis.

- Complex Contract Negotiation: Expertly manage negotiations and build consensus among multiple geographic and cross-functional decision-makers to close deals with complex terms and multi-step validation processes.

- Perform other related duties as assigned

WHAT YOU’LL NEED:

- Extensive experience in account management and sales experience in the SaaS technology industry, focused on large enterprise or strategic accounts.

- Proven success managing a portfolio with transactions in the $100K - $250K+ range.

- Expertise in identifying, coordinating, and influencing external buying teams who utilize complex, multi-step validation and purchasing processes.

- Proven ability to successfully engage and transact with senior and executive-level contacts (VP-level and above).

- Expertise in ValueSelling and practical experience or certification with at least one other professional sales methodology (e.g., Challenger, Solution Selling).

- Demonstrated experience working with complex SaaS contracts and deep familiarity with legal and procurement processes.

- Accountability: holds self and others accountable to meet commitments

- Commitment to Results: consistently achieves results, demonstrating high performance, and challenging self and others to deliver results

- Influence: Asserts own ideas and persuades others, gaining support and commitment and mobilizing people to take action

- Negotiation: successfully obtains commitment to a solution or idea, while maintaining integrity and relationships

- Perseverance: pursues everything with energy, drive, and a need to finish—doesn’t give up

- Problem-Solving: uses an organized and logical approach to find solutions to complex problems. Looks beyond the obvious to understand the root cause of problems

- Resilience, Tolerance for Change/Ambiguity: can effectively cope with change, finding ways to advance work and projects

WHO YOU ARE:

- Solution seeker: You’re focused on tackling new challenges, solving problems, and moving the business forward—and you don’t wait to be asked.

- Lifelong learner: You have a growth mindset – you’re here to learn