Global Strategic Account Manager, JRNI

• 7+ years of quota-carrying experience in enterprise SaaS account management, strategic/key account management, or enterprise expansion sales, with a consistent record of exceeding retention and growth targets
• Demonstrated success managing and growing large, global, multi-stakeholder enterprise accounts (six- and seven-figure ARR)
• Proven ability to drive net revenue retention through renewals, upsell, and cross-sell in a recurring-revenue model
• Strong executive presence and consultative, value-based selling skills; able to build credibility with C-level and senior business leaders
• Excellent commercial negotiation skills across complex, multi-year enterprise agreements
• Experience orchestrating cross-functional internal teams (Customer Success, Product, Solutions, Professional Services) around account outcomes
• Disciplined pipeline management and forecasting in a modern CRM (e.g., Salesforce); familiarity with a structured sales methodology (e.g., MEDDICC, Command of the Message, value selling)
• Excellent written and verbal communication; comfortable operating across global time zones and cultures

Desirable

• The Global Strategic Account Manager owns the growth and expansion of a portfolio of JRNI’s most important global enterprise accounts
• This is a senior, quota-carrying individual-contributor role reporting directly into the CCO organization that owns Customer Expansion and Growth
• You are the commercial owner of your book of business: accountable for protecting and growing recurring revenue, deepening executive relationships across complex multinational organizations, and converting customer success into commercial outcomes
• This role is for a consultative, outcome-oriented seller who thrives on long-cycle, multi-stakeholder enterprise relationships
• You will act as a trusted advisor to senior business and technology leaders, orchestrate cross-functional internal teams around each account, and build multi-year expansion plans that align JRNI’s roadmap to your customers’ strategic priorities
• Success is measured by net revenue retention, expansion bookings, and the durability of the partnerships you build
• Carry and consistently achieve a net-new expansion and renewal quota across a defined portfolio of global strategic accounts
• Drive net revenue retention (NRR) by protecting the existing base and expanding through cross-sell, upsell, seat and volume growth, and new use cases, regions, and business units
• Own the full renewal lifecycle — forecasting, negotiation, and on-time closure — protecting value while minimizing churn and contraction
• Develop and maintain multi-year account and territory plans that map JRNI’s capabilities and roadmap to each customer’s strategic and financial objectives
• Identify whitespace and build a data-driven expansion pipeline spanning additional geographies, lines of business, and product lines
• Lead executive business reviews (EBRs) that quantify realized value and secure sponsorship for the next phase of growth
• Establish and expand relationships with senior stakeholders — from economic buyers and C-suite sponsors to operational champions — across complex, matrixed global organizations
• Serve as a trusted strategic advisor, bringing industry insight, benchmarks, and a clear point of view on how enterprises create value through customer experience
• Navigate and multi-thread across regions and functions to reduce single-threaded risk and build durable, sponsor-backed partnerships
• Act as the commercial quarterback for each account, aligning Customer Success, Solutions/Value Engineering, Product, Marketing, and Professional Services around a shared growth plan
• Partner closely with Customer Success to translate adoption, health, and value realization into commercial expansion
• Channel customer needs and market signals back to Product and Leadership to inform roadmap and go-to-market priorities
• Maintain accurate, timely forecasts and healthy pipeline hygiene in the CRM; deliver predictable results against monthly, quarterly, and annual targets
• Lead complex commercial negotiations — pricing, packaging, and multi-year contracting — in partnership with Deal Desk, Legal, and Finance
• Apply a structured value-selling and mutual-success-planning methodology throughout the customer lifecycle