Account Manager - Enterprise Expansion

Here's the full job description, keeping the original flow and blending in the retention metrics and cybersecurity experience:

About the company

The company is a global leader in offensive security, helping organizations proactively reduce cyber risk through Penetration Testing as a Service (PTaaS), Attack Surface Management (ASM), Adversarial Exposure Validation (AEV), and Red Teaming. Our unified platform combines expert-led testing with continuous, automated validation to give organizations real-time visibility into exploitable risks across their environments. Trusted by enterprises worldwide, the company delivers attacker-perspective insights that help security teams prioritize what matters most and stay ahead of evolving threats.

The Opportunity

The company is looking for a proactive, self-directed Senior Account Manager to lead growth within our existing enterprise customer base. This role focuses entirely on current accounts, not net-new logo acquisition. You will own a portfolio of large, established accounts and drive measurable expansion through new stakeholders, new business units, new use cases, and increased contract value, while protecting and growing retention across your book. Success in this role depends on spotting opportunity before it's obvious, building relationship depth across each account, and working closely with our Delivery team to make sure what we sell is delivered well, so that strong delivery becomes the springboard for the next expansion conversation.

Key Responsibilities

• Own a portfolio of large, existing enterprise accounts and build multi-year account growth strategies

• Own retention and expansion results for your book of business, including Gross Revenue Retention (GRR), Net Revenue Retention (NRR), and renewal rate

• Proactively identify and build relationships with new stakeholders within accounts, including security, IT, procurement, compliance, and business-unit leaders, beyond the initial point of contact

• Drive expansion revenue through upsell, cross-sell, and broader adoption of the company services across business units and geographies

• Conduct account mapping and whitespace analysis to surface untapped budget and stakeholder influence

• Partner closely with the Delivery/Engagement organization to monitor project health, flag renewal risk early, and turn delivery outcomes into expansion opportunities

• Manage a high-volume, diverse account portfolio while maintaining strategic depth on top accounts

• Own forecasting, pipeline accuracy, and renewal/expansion contract negotiations for your book of business

• Serve as the internal point of coordination across sales engineering, delivery, and leadership for your accounts

Requirements

Required Qualifications

• 10+ years of experience in account management, client success, or enterprise sales

• Experience at a cybersecurity company, ideally a penetration testing, PTaaS, or offensive security services provider

• Demonstrated success expanding existing accounts (not solely net-new sales), with quantifiable results such as NRR of 110%+ and GRR of 90%+

• A track record of proactive account growth, identifying and pursuing new stakeholders and opportunities without being prompted

• Experience in a high-growth or scaleup environment, with comfort operating amid ambiguity and evolving processes

• Proven ability to manage a large and varied portfolio of enterprise accounts concurrently

• Track record of close, effective collaboration with delivery or professional services teams

• Strong experience navigating complex enterprise buying committees and multi-threaded relationships

• Executive presence, with the ability to build credibility with senior security leaders (CISO-level) as well as day-to-day practitioners

Preferred Qualifications

• Strong working knowledge of penetration testing, red teaming, attack surface management, or vulnerability management services

• An existing network of CISOs or senior security leaders at large enterprises

• Familiarity with account-based expansion methodologies and stakeholder-mapping tools

Equal Employment Opportunity

The company is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, protected veteran status, or any other characteristic protected by applicable federal, state, or local law.