Note: The job is a remote job and is open to candidates in USA. BreachLock is a global offensive security company providing penetration testing, attack surface management, adversarial exposure validation, and red teaming services. The Senior Account Manager will grow and retain existing enterprise accounts by developing expansion strategies, identifying new stakeholders and use cases, managing renewals, and coordinating with delivery and internal teams.
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 BreachLock 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
Skills
- 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
- 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
Company Overview