Account Manager – Enterprise Expansion

🔥 39 minutes ago

🇺🇸 United States – Remote

⏰ Full Time

🟠 Senior

🔴 Lead

💰 Account Manager

👻 Ghost score 12%

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BreachLock Inc

WebsiteLinkedInAll Job Openings

51 - 200 employees

Founded 2019

🔒 Cybersecurity

☁️ SaaS

🤖 Artificial Intelligence

Cybersecurity • SaaS • Artificial Intelligence

BreachLock Inc. is a cybersecurity company specializing in Penetration Testing as a Service (PTaaS) and Attack Surface Management (ASM). They offer comprehensive and continuous security testing solutions, including penetration testing, red teaming, and application security testing. BreachLock Inc. is recognized for their advanced PTaaS platform that utilizes AI and NLP-based models to ensure precision and quality in identifying vulnerabilities. Their services are trusted by enterprises worldwide for discovering, prioritizing, and mitigating security exposures across internal and external attack surfaces. With numerous certifications and recognitions, BreachLock focuses on providing high ROI security services for a wide range of industries, ensuring robust defense mechanisms against potential cyber threats.

📋 Description

• Own a portfolio of large, existing enterprise accounts and build multi-year account growth strategies • Own retention and expansion results, including Gross Revenue Retention (GRR), Net Revenue Retention (NRR), and renewal rate • Identify and build relationships with new stakeholders across security, IT, procurement, compliance, and business units • Drive expansion revenue through upsell, cross-sell, and broader adoption of BreachLock services across business units and geographies • Conduct account mapping and whitespace analysis to surface untapped budget and stakeholder influence • Partner with Delivery/Engagement to monitor project health, flag renewal risk, 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 • Coordinate internally across sales engineering, delivery, and leadership for assigned accounts

🎯 Requirements

• 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, with quantifiable results such as NRR of 110%+ and GRR of 90%+ • 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 • Strong working knowledge of penetration testing, red teaming, attack surface management, or vulnerability management services (preferred) • An existing network of CISOs or senior security leaders at large enterprises (preferred) • Familiarity with account-based expansion methodologies and stakeholder-mapping tools (preferred)