Founding Strategic Account Manager

Terminal
Toronto
Workplace: OnsiteFull timeUSD 220,000 - 260,000 annuallyFunction: Customer Success & Account ManagementExperience: 6+ yearsSkills: ["Executive stakeholder management","Strategic planning","Negotiation","Forecasting","High urgency execution"]

Own commercial outcomes for Terminal’s enterprise accounts by scaling, expanding, and renewing customer relationships. Build and maintain an account-plan system of record, lead structured expansion motions, and run order-form pricing negotiations using Terminal’s pricing framework. Work in a dedicated pod with a Customer Success Manager and Customer Engineer, hold executive relationships, activate a 180-day renewal runway, and help create the founding SAM playbook.

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Terminal
Terminal
1 month ago

Founding Strategic Account Manager

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Last checked: 5 hours agoStatus: Live

Job Summary

Own commercial outcomes for Terminal’s enterprise accounts by scaling, expanding, and renewing customer relationships. Build and maintain an account-plan system of record, lead structured expansion motions, and run order-form pricing negotiations using Terminal’s pricing framework. Work in a dedicated pod with a Customer Success Manager and Customer Engineer, hold executive relationships, activate a 180-day renewal runway, and help create the founding SAM playbook.
Location: Toronto
Workplace: Onsite
Employment Type: Full time
Job Function: Customer Success & Account Management
Seniority: Mid level

Key Responsibilities

  • •Own renewal and expansion forecasts plus the account plan for each assigned enterprise account, serving as the commercial system of record.
  • •Lead structured scaling/expansion motions on a recurring cadence, including line-of-sight use cases, unlock conditions, realistic timing, and identifying the budget owner.
  • •Hold executive sponsor relationships and manage the stakeholder map, including renewing strategy and executive check-ins.
  • •Lead pricing proposals and order-form negotiations; escalate non-standard terms to the COO/CEO as needed.
  • •Build the founding Strategic Account Manager playbook by co-authoring the account-plan template and expansion forecast model in the first 90 days.
Travel: Medium travel

Pay and Benefits

Salary: USD 220,000 - 260,000 annually
Equity and Bonus:Equity
Perks:Health InsuranceDentalPaid LeaveLearning Budget

Key Requirements

  • •6+ years owning enterprise renewal and expansion portfolios ($1M+) at a technical product company (data infrastructure, developer platforms, or similar), with measurable expansion ARR and NDR impact.
  • •Able to lead commercial conversations with Fortune 500 VP-level stakeholders to land value, frame price, and negotiate order forms.
  • •Run disciplined, forecast-based expansion motions using documented theses, named budget owners, and realistic timing (not opportunistic upside).
  • •Understand data pipelines and API products enough to connect commercial expansion to technical use cases and know when the Customer Engineer needs to be in the room.
  • •High-urgency operator who can set the commercial cadence, manage renewal runway early, and hold executive relationships through champion change.
Experience:6+ yearsTelemetryTelematicsFleetInsuranceLogisticsData infrastructureDeveloper platformsEnterprise software
Skills:Executive stakeholder managementStrategic planningNegotiationForecastingHigh urgency execution
Tech Stack:AttioGPSAPI

Eligibility

Nationality:US National
Work Authorization:Authorization required. Sponsorship not provided.

Company Brief

Terminal
Provides a developer-focused platform that provisions cloud-based ephemeral workstations and environments to improve remote engineering productivity, security, and onboarding by delivering configurable, reproducible dev environments accessible from the browser or local tools.
Industry: Developer Tools
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