Enterprise Account Strategist

Location: Seattle/SFO/Bend, OR preferred, remote OK. We meet in person 1-2x per quarter, and this role will travel for industry conferences and events. Applicants must be authorized to work in the United States without the need for visa sponsorship now or in the future. Why This Role ExistsOur buyers are security, AppSec, GRC, and privacy leaders at Fortune 500s and large enterprises. They're busy, skeptical, and hear from a dozen vendors a week. Reaching them takes someone who can: Research an account deeply enough to know where security reviews are breaking down and how to navigate that organization in a sales and customer context Engage senior security leaders with relevant, credible outreach instead of volume Turn event conversations, inbound interest, and target account engagement into qualified meetings Hand off opportunities to sales with the context and account research needed to move quickly This role exists to build a predictable pipeline of qualified enterprise opportunities and to sharpen how we go to market along the way. What You'll OwnThis role's performance and commission is primarily based on SQLs generation. Design and run outbound campaigns into target enterprise accounts (5,000+ employees, Fortune 500, mature security programs) Partner with Account Executives to build account plans: key stakeholders, pain points, entry points, and engagement strategy Map buying committees primarily across security, AppSec, product security Craft tailored messaging across email, phone, LinkedIn, events, and partner channels Execute multi-threaded outreach until an opportunity is qualified. Own follow-up on inbound MQLs from the website, content, and campaigns Qualify quickly, nurture where timing isn't right, and advance ready leads to SQLMake sure no inbound interest goes cold Set meetings ahead of key industry events (RSAC, Black Hat, IAPP, regional security events, and more) Work booth and event conversations alongside the team Own post-event follow-up on badge scans, dinners, and speaking engagements, and turn them into first conversations Confirm interest, pain, and timing, and document why this, why now, and why Clearly AISchedule discovery calls and demos with Account Executives and founders Hand off SQLs with complete context so sales can pick up without re-asking questions Stay informed on deal progression and contribute account context as needed Share what you're hearing from prospects with Marketing, Product, and Sales to refine messaging and targeting Track which channels, messages, and personas convert best Keep prospect, account, and activity data accurate and complete in AttioUse tooling and automation (Clay, Amplemarket, and similar) to enrich data and scale research without losing quality What This Role Is NotNot a high-volume, spray-and-pray SDR seat Not a closing role; you'll hand qualified opportunities to sales to carry forward Not a marketing campaign manager, though you'll work closely within the Marketing organization Not a role where you wait for leads to show upWhat We're Looking ForRequired:3-5 years in business development, account development, or sales roles within enterprise software Experience selling into security buyers (CISOs, Security and Product Security Engineers, AppSec and/or risk teams) Comfort with technical security concepts and the ability to hold a credible conversation with security practitioners Proven track record of meeting or exceeding sales or account management goals Experience engaging senior stakeholders and navigating complex enterprise organizations Proficiency with CRM and sales engagement tools; experience with LinkedIn Sales Navigator or similar Highly organized, self-motivated, and disciplined about follow-up and data quality Self-driven learner with technical aptitude and curiosity toward AI-first tooling and workflows Strongly Preferred: Familiarity with threat modeling, privacy impact assessments, vendor risk management, or AppSec review workflows Experience running enterprise ABM plays alongside Account Executives Experience generating pipeline from conferences and field events Hands-on experience with Clay, Amplemarket, Attio, and/or similar modern GTM tooling Experience working in early-stage startups Interest in growing into an Enterprise Account Executive or EAS management role How Success Is Measured (First 12 Months) Net new SQLs sourced against quarterly targets (OTE is based on SQLs sourced)MQL to SQL conversion and average time to qualification Engagement across target accounts and buying committees Pipeline generated from events and conference follow-upHandoff quality, as rated by Account Executives Complete, accurate account and activity data in AttioMarket insights that measurably improve messaging, targeting, and channel mix