M-Files
Strategic Account Executive/ Account Manager
Austin, TX; Remote · Exec · Full-time
Sponsorship not specified$250k-$350kDetected 74 days ago
SalesAccount ManagementOutbound SalesProcurementCustomer SuccessNetwork EngineeringLeadership
About the role
- You're not just an account manager, and you're not just a hunter.
- You're a full-cycle enterprise seller who can grow what we have and win what we don't. You will have existing accounts while you are also focused on new logos.
- You will also carry a defined territory of net-new enterprise logos to pursue.
Responsibilities
- 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
- 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
- We've built a $35M+ business with just 70 people by hiring smart, disciplined, and high-output teammates who act fast and own outcomes.
- Free breakfast daily, plenty of room to collaborate, and the vibrancy of Austin right outside the door.
- You'll enter with a book of business and a defined territory to build.
Skills
- closed expansion deals, multiple net-new logos won, a self-sustaining outbound motion, and measurable contribution to both NRR and new ARR.
- Why This Role Matters
Compensation
- $250,000 - $350,000 OTE, split 50/50 between salary and commissions (subject to qualifications and experience) + equity + premium benefits
Benefits
- 🩺 100% Paid Health, Dental & Vision (75% for family)
- 📈 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
Company info
- 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.
- Backed by $46.5M from Riverwood Capital, we're scaling intentionally - and this role is a critical piece of that growth.
- Our office is brand-new space in the heart of downtown Austin, surrounded by energy, culture, and some of the best food and nightlife in Texas.
- Twice a year, we bring the whole team together for energizing off-sites in cities like New Orleans, Nashville, and Miami.
- What You'll Do
- Expand Existing Strategic Accounts:
- 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
- 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
- What This Role Is (and Is Not)
- This is not a passive account management role.
- It is not a pure inbound AE role either.
- You will enter with a book of existing strategic accounts - real customers, real expansion potential, and a foundation to build on immediately.
- As a Strategic Account Executive, QBRs and account reviews are not box-checking exercises - they are tools to create alignment, earn trust, and unlock expansion.
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