Job description

📍 Location: Austin, TX (preferred) / Remote (exceptional candidates) 💼 Type: Full-time 💰 Compensation: $250,000 - $350,000 OTE, split 50/50 between salary and commissions (subject to qualifications and experience) + equity + premium benefits At most companies, enterprise sales is either about landing new logos or keeping existing ones happy. At Files.com, you'll do both — and be rewarded for excelling at both. This is a hybrid role: you'll carry a book of existing strategic accounts while simultaneously hunting new enterprise logos within a defined territory. 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. We believe this is in line with how most top enterprise sellers operate — a book of business to expand, and a defined territory for new logo opportunities. Who We Are 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. We've built a $35M+ business with just 70 people by hiring smart, disciplined, and high-output teammates who act fast and own outcomes. 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. Free breakfast daily, plenty of room to collaborate, and the vibrancy of Austin right outside the door. 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: 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 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 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 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. You will also carry a defined territory of net-new enterprise logos to pursue. 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. Outbound prospecting is not a fallback activity — it is a core part of how you build a compounding, career-defining territory. Both motions require the same thing: deep discovery, executive relationships, technical credibility, and disciplined execution. In the first six months, success looks like meaningful expansion pipeline across your existing accounts and real new-logo pipeline underway. Within twelve months, success is clear: closed expansion deals, multiple net-new logos won, a self-sustaining outbound motion, and measurable contribution to both NRR and new ARR. You are accountable for outcomes — not activity alone. Why This Role Matters Our customers are actively modernizing infrastructure, replacing legacy tools, and investing in more resilient platforms. The largest enterprises in the world are making infrastructure decisions at scale — and they need a seller who can earn their trust and close at the level those decisions deserve. Your work directly impacts: Net Revenue Retention Expansion pipeline and closed revenue across strategic accounts New logo pipeline and closed-won business from net-new enterprises Executive relationships and customer trust Product and roadmap insight from real-world usage What Makes Files.com Different A book of business on day one: You're not starting from zero. You enter with real accounts and real expansion opportunities to go after immediately. A defined territory to hunt: Your new-logo pipeline is yours to build — with the autonomy, tools, and team backing to win the biggest enterprise IT deals in the market. Technical depth wins here: The buyers you'll target are IT infrastructure leaders who can spot a rep who doesn't know the space. Your knowledge is your competitive weapon. A product that works: Files.com is reliable, secure, and continuously improving — no selling around broken promises. Real engineering backing: Customer feedback gets acted on fast. Solutions ship in days, not quarters. You'll never waste your career apologizing for "known issues." Meaningful impact: Expansion and new-logo deals that can be measured in six and seven figures. Who Thrives in This Role ✅ You have a proven track record of both expanding complex enterprise accounts and self-sourcing net-new pipeline at the enterprise level ($5B+ accounts) ✅ You're deeply fluent in enterprise IT infrastructure — you can hold a real conversation with a VP of IT Operations or a Director of Network Engineering ✅ You combine technical credibility with executive presence and the ability to operate across both levels in the same deal ✅ You're comfortable with long, complex sales cycles and know how to maintain momentum across multi-stakeholder organizations ✅ You balance persistence with judgment and long-term relationship thinking ✅ You are proactive, curious, and disciplined in how you operate ✅ You want ownership, accountability, and visible impact — across both an existing book of business and a territory you're building Location & Travel Austin-based candidates are preferred for proximity to leadership, but exceptional remote candidates will be considered. Remote employees will be expected to make monthly trips to Austin, TX. This role includes travel as needed to build and maintain strong customer relationships. Perks & Benefits 🩺 100% Paid Health, Dental & Vision (75% for family) 💸 401(k) with 4% Company Match 📈 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 🍳 Free catered lunch every day in our Austin office ✈️ Team Travel to NYC, Austin, Nashville, Miami, and more Bottom line This is a senior, career-defining role for someone who can do it all — grow strategic accounts into durable, expanding partnerships while hunting and closing the biggest enterprise IT deals in the market. You'll enter with a book of business and a defined territory to build. Both reward the same thing: expertise, discipline, and relentless execution.

Requirements

Must-haves

At Files.com, you'll do both — and be rewarded for excelling at both.
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
Bring customer insight back into the organization to influence priorities and decisions
Generate the majority of your new-logo pipeline through strategic outbound prospecting, executive networking, and referrals at companies with $5B+ in revenue
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
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
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.
Both motions require the same thing: deep discovery, executive relationships, technical credibility, and disciplined execution.
In the first six months, success looks like meaningful expansion pipeline across your existing accounts and real new-logo pipeline underway.
Within twelve months, success is clear: closed expansion deals, multiple net-new logos won, a self-sustaining outbound motion, and measurable contribution to both NRR and new ARR.
You are accountable for outcomes — not activity alone.
Why This Role Matters
Net Revenue Retention
Expansion pipeline and closed revenue across strategic accounts

Nice-to-haves

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Platform: greenhouse
Effort: quick

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