Responsibilities
- 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 deliver real outcomes
Requirements
- proven track record of both expanding complex enterprise accounts and self-sourcing net-new pipeline at the enterprise level ($5B+ accounts)
- deeply fluent in enterprise IT infrastructure — you can hold a real conversation with a VP of IT Operations or a Director of Network Engineering
- combine technical credibility with executive presence and the ability to operate across both levels in the same deal
- comfortable with long, complex sales cycles and know how to maintain momentum across multi-stakeholder organizations
- balance persistence with judgment and long-term relationship thinking
- proactive, curious, and disciplined in how you operate
- want ownership, accountability, and visible impact — across both an existing book of business and a territory you're building
Benefits
- 100% Paid Health, Dental & Vision (75% for family)
- 401(k) with 4% Company Match
- Equity Grants for Every Employee
- Paid Parental Leave
- 20 PTO Days + 11 Holidays + Full Company Winter Break
- $1,000 Signing Bonus + Modern Apple Laptop + Anniversary Gifts
- Free catered lunch every day in our Austin office
- Team Travel to NYC, Austin, Nashville, Miami, and more
Work Arrangement
Hybrid
Team
Team size: 70 people. Structure: profitable, founder-led SaaS company
Additional Information
- This role includes travel as needed to build and maintain strong customer relationships.
