Strategic Account Manager

Summary

Join Matillion as a Strategic Account Manager and cultivate strong relationships with high-value customers. You will develop and execute account plans, identify new opportunities, and collaborate with cross-functional teams to drive revenue growth. This role requires a balance of customer engagement, technical acumen, and strategic planning. Success depends on building long-term partnerships and delivering exceptional customer outcomes. The ideal candidate possesses extensive experience in strategic sales within data and analytics, SaaS, or enterprise software. Matillion offers competitive compensation, including a base salary and sales commissions, along with a comprehensive benefits package.

Requirements

• 10+ years of proven success in strategic sales, preferably in Data and Analytics, SaaS, or enterprise software environments
• Demonstrated ability to meet and exceed $1M+ ARR quotas and manage accounts with seven-figure annual spend
• Expertise in navigating complex accounts, identifying new workloads, and expanding customer value through strategic planning
• Excellent multitasking capabilities to manage multiple priorities across various customers while focusing on high-impact opportunities
• Strong negotiation and closing skills, with experience driving complex sales cycles to successful outcomes
• Familiarity with sales methodologies such as MEDDPICC, Force Management, and Value Selling
• Ability to lead the full customer lifecycle, ensuring seamless transitions from opportunity creation to implementation, expansion, and renewal
• Experience managing large enterprise contracts and navigating RFP processes
• Proven ability to mobilize internal teams—including technical, marketing, and executive leadership—to deliver customer success and meet sales targets

Responsibilities

• Develop and execute comprehensive account plans for key customers, focusing on growth objectives, removing barriers, and identifying tailored solutions to meet customer needs
• Build and nurture deep relationships across customer organizations, including architecture teams, procurement departments, and executive stakeholders
• Identify new opportunities and use cases to expand Matillion’s footprint, delivering incremental value through strategic alignment and consultative selling
• Collaborate with technology, consulting, and service partners to enhance customer engagement and deliver joint value propositions
• Drive internal alignment by partnering with Product and Engineering to secure resources, address challenges, and deliver superior outcomes for customers
• Address objections effectively, navigating contractual negotiations to optimize results for both Matillion and the customer
• Leverage and adhere to sales methodologies like MEDDPICC to ensure opportunity management, pipeline accuracy, and forecasting
• Continuously learn and apply innovative sales techniques, fostering a learning culture within Matillion’s sales team
• Build strong working relationships with all teams within Matillion; Sales, Marketing, Product, Partner
• Foster strategic partnerships with technology and consulting partners to develop joint opportunities and amplify customer value
• Empower partner teams to align with Matillion’s sales strategies, enabling collaborative seller-to-seller relationships
• Deliver partner education on Matillion’s value proposition to enhance their ability to drive mutual growth and impact

Preferred Qualifications

Startup and enterprise-level experience preferred, demonstrating adaptability to fast-paced environments

Benefits

• Company Equity
• 25 days PTO
• 5 days paid volunteering leave
• Health insurance
• Life insurance
• Access to mental health support
• 401K