Role description
Strategic Account Manager, East
Salt SecurityAbout Salt Security
Salt Security is the leader in agentic and API security, protecting the world's most innovative enterprises from AI agent and API attacks. Agentic security is the practice of discovering and governing the relationships between LLMs, MCP servers, and the APIs that let AI agents take action. The Salt Security Agentic Security Platform secures the full agentic ecosystem, discovering all agents, MCP connections, and APIs, stopping attacks in real time, and eliminating vulnerabilities before they reach production. Salt Security was founded in 2016 and is backed by Sequoia Capital, S Capital, Tenaya Capital, Salesforce Ventures, Advent International, and other leading investors. For more information, visit salt.security.
At Salt, we’re passionate about what we do. We work as a team and embrace new ideas, wherever they come from. We also enjoy all the benefits of a startup environment, including quickly seeing the results of your work, making an outsized impact on our company, and solving diverse challenges.
Want to make a big difference? We encourage you to apply!
The Role
As a Strategic Account Manager (SAM), you will own and grow a portfolio of Salt Security's largest and most strategic enterprise accounts across the Eastern United States. This is a strategic revenue ownership role focused on building executive relationships, securing multi-year commitments, driving expansion revenue, and ensuring long-term customer satisfaction.
You will serve as a trusted advisor to CISOs, CIOs, CTOs, and senior security leaders, aligning Salt's solutions with their broader cybersecurity and business initiatives. You will identify opportunities to expand Salt's footprint across API Security and AI Agent Security while partnering with Customer Success, Sales Engineering, Product, and Channel teams to maximize customer value and account growth.
Key Responsibilities
- Build and maintain executive relationships with CISOs, CIOs, CTOs, and senior technology leaders, establishing Salt as a strategic security partner.
- Own renewal and expansion strategies, driving multi-year agreements, increased contract value, and long-term customer commitments.
- Identify, develop, and close upsell opportunities across API Security, AI Agent Security, MCP discovery and governance, and additional platform capabilities.
- Own the overall commercial customer relationship, proactively addressing risks, driving customer satisfaction, and maximizing retention.
- Develop and execute strategic account plans focused on executive alignment, revenue growth, platform adoption, and customer expansion.
- Lead executive business reviews, strategic briefings, and commercial negotiations that demonstrate Salt's value and align with customer priorities.
- Maintain accurate forecasts, renewal projections, and expansion pipeline while consistently achieving quarterly and annual revenue targets.
- Coordinate cross-functional resources across Customer Success, Sales Engineering, Product, and Channel teams to maximize customer outcomes.
You're a Strong Fit If You:
- Have 5+ years of experience in Strategic Account Management or Enterprise Sales within cybersecurity, SaaS, or enterprise technology.
- Have a proven track record of exceeding revenue targets through upselling, account expansion, and multi-year renewals.
- Excel at building executive relationships and navigating complex enterprise organizations.
- Have experience leading strategic account plans, commercial negotiations, and complex enterprise sales cycles.
- Understand enterprise cybersecurity and how to engage both technical and executive stakeholders.
- Are commercially driven, highly organized, proactive, and comfortable operating in a fast-paced environment.
- Bonus: Experience with API Security, Application Security, Cloud Security, or emerging AI security technologies.
Why Salt
- Join the company that pioneered API Security and is helping define the emerging AI Agent Security market.
- Work with some of the world's largest enterprises to secure APIs, AI agents, and next-generation applications.
- Directly influence customer growth, retention, and Salt's continued market leadership.
- Thrive in a collaborative, innovative, and high-performance culture.
- Enjoy competitive compensation, equity, and benefits.