Senior Account Manager

About the team

The company's Go-to-Market division drives our growth and global brand presence, with a customer-first approach to helping businesses build trust online. The Account Management team owns the growth, retention and long-term success of the company's existing customers. We work closely with Solutions Engineering, Product, Support, Legal, Finance and other teams to grow strategic partnerships and help our customers get greater value from the company.

The opportunity

We're looking for a Senior Account Manager to own and grow a portfolio of strategic enterprise customers across the U.S. and LATAM.

This is a highly commercial role for someone who knows how to go deep within complex enterprise accounts, build alignment with senior executives and proactively uncover opportunities for growth. You'll own retention and expansion across your portfolio, creating new revenue opportunities through increased usage, new products, use cases, business units and geographic expansion.

We're looking for someone with a hunter mentality who doesn't wait for opportunities to come to them. You'll use customer relationships, business insight and data to identify whitespace, build qualified expansion pipeline and turn opportunities into measurable revenue growth.

What you'll achieve in your first 3 months

• Build a strong understanding of the company's products, customers, consumption-based commercial model and the industries represented across your portfolio.

• Establish relationships and multi-thread across key stakeholders, including senior decision-makers and economic buyers, within your priority accounts.

• Build strategic account plans for your portfolio with clear growth opportunities, whitespace, risks and executive engagement strategies.

• Establish a qualified expansion pipeline tied to new products, use cases, increased utilization, business units or geographic expansion.

What you'll achieve by 6 months

• Independently own the commercial strategy, retention, expansion pipeline and forecast across your portfolio.

• Deliver measurable expansion and run-rate growth through proactive opportunity creation and increased customer utilization.

• Build strong executive alignment within priority accounts and establish the company as a strategic partner tied to customers' business priorities.

• Successfully navigate complex enterprise expansion and renewal motions using MEDDICC, with clear champions, economic buyers, decision processes and measurable business value.

• Structure and negotiate commercial agreements that balance customer value with long-term revenue growth and NDR.

What you'll bring — essential

• 10+ years of B2B SaaS enterprise Account Management or sales experience, with a proven track record of growing large, complex strategic accounts.

• Professional fluency in both English and Spanish, with the ability to lead executive and commercial conversations across U.S. and LATAM customers.

• A demonstrated track record of creating and closing expansion revenue within existing enterprise accounts, not simply responding to inbound customer opportunities.

• Experience going deep within complex enterprise organizations, identifying whitespace, multi-threading across stakeholders and building relationships with senior executives and economic buyers.

• Strong experience with consumption-based or usage-based pricing models and the ability to structure commercial agreements that drive utilization, revenue run rate and NDR.

• Experience applying MEDDICC to complex enterprise expansion and renewal motions.

• Experience running complex commercial cycles from discovery and qualification through pricing, negotiation and close.

• Strong commercial and financial acumen, with the ability to use customer usage and business data to identify opportunities and inform account strategy.

• Strong organization, ownership and follow-through, with the ability to independently drive multiple complex accounts and opportunities in a fast-moving environment.

• Experience operating in a global scale-up environment.

Nice to have

• Experience within identity verification, fraud prevention or adjacent industries.

• Experience managing LATAM enterprise customers.

Why the company?

We are the preferred identity verification platform partner for the world’s most innovative growth-driven organizations helping conveniently verify and safeguard users anywhere in the world. We support the broadest number of identity documents from nearly every country and territory in the world - and this is continually increasing! With a diverse team in the United States, United Kingdom, Spain, and Estonia, as well as robust backing and funding from investors including Accel, Alkeon, IVP, Tiger Capital, and Y Combinator, we’re dedicated to helping businesses and individuals build a safer and more secure world. We strive to be the benchmark for trust online, and we take pride in being a positive force.When you join Team the company, we offer you the opportunity to have a real impact and advance your career whilst looking after you along the way with a range of benefits designed with you in mind. Some of our favourites include...

• Flexibility to work from home

• Stock options that ensure your share in our success

• Extra recharge days on top of your annual vacation

• Extensive medical, dental, and vision insurance to ensure you’re feeling great physically and mentally

• Learning and Development & Health and Sports budget that you are free to tailor to your own needs

• Four weeks of fully paid sabbatical leave after reaching your 5th work anniversary

We are an Equal Opportunities employer committed to a diverse and representative team. Different opinions, perspectives, and personalities push us forward. We want to hear from people who are passionate about their work and align with our values. Regardless of race, religion, color, national origin, gender, sexual orientation, age, marital status, or disability. We also know the confidence gap and imposter syndrome can get in the way of meeting spectacular candidates - so rest assured, whoever you are, we want to hear from you!

Please take the time to read our Recruitment Privacy Notice, which explains how we collect and process your data for recruitment-related activities in accordance with applicable laws. Please read the information carefully. By submitting the application with the required information, you acknowledge that the company processes the information for recruitment purposes. Please be informed that in the final stage of the recruitment process, we may request that you undergo identity verification. For more information, please see Recruitment Privacy Notice . #SPBTAL #LI-Remote