Strategic Account Manager (REMOTE OK) at Arkose Labs

<div class="content-intro"><p>Arkose Labs is on a mission to create an online environment where all consumers are protected from spam and abuse. As a Fast Company 2025 Best Workplace for Innovators, we provide a proactive fraud deterrence platform, Arkose Titan, designed to neutralize modern attacks powered by Agentic AI and LLMs. By combining proprietary intelligence with dynamic friction, we undermine attacker ROI to protect global giants like Microsoft, Meta, and Roblox. Headquartered in San Mateo, CA, we maintain a global presence across APAC, Central and South America, and EMEA.</p></div><h2><span style="font-family: arial, helvetica, sans-serif; font-size: 12pt;"><strong>Role Overview</strong></span></h2> <p><span style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">As an Enterprise Account Manager at Arkose Labs, you will drive revenue growth within our most strategic accounts. This role focuses on expanding relationships with Fortune 500 companies protecting themselves from sophisticated fraud and bot attacks. You'll navigate complex, technical sales cycles while partnering cross-functionally to deliver exceptional customer outcomes.</span></p> <h2><span style="font-family: arial, helvetica, sans-serif; font-size: 12pt;"><strong>Key Responsibilities</strong></span></h2> <p><span style="font-family: arial, helvetica, sans-serif; font-size: 12pt;"><strong>Account Growth &amp; Expansion</strong></span></p> <ul> <li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;"><span style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">Own and execute expansion strategy for assigned enterprise accounts ($500K+ ARR)</span></li> <li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;"><span style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">Identify and close upsell, cross-sell, and multi-product opportunities</span></li> <li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;"><span style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">Drive enterprise-wide platform adoption across business units and geographies</span></li> <li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;"><span style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">Build and execute multi-year strategic account plans targeting 30%+ net revenue retention</span></li> </ul> <p><span style="font-family: arial, helvetica, sans-serif; font-size: 12pt;"><strong>Complex Deal Management</strong></span></p> <ul> <li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;"><span style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">Orchestrate sophisticated sales cycles involving multiple stakeholders, business units, and decision makers</span></li> <li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;"><span style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">Navigate enterprise procurement processes, security reviews, and legal negotiations</span></li> <li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;"><span style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">Lead commercial discussions including pricing, contract structuring, and ROI justification</span></li> <li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;"><span style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">Partner with Solutions Engineering, Product, Legal, and Customer Success to advance deals</span></li> </ul> <p><span style="font-family: arial, helvetica, sans-serif; font-size: 12pt;"><strong>Executive Relationship Building</strong></span></p> <ul> <li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;"><span style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">Develop C-level relationships with CISOs, fraud leaders, and business unit executives</span></li> <li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;"><span style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">Understand customer strategic initiatives and business priorities</span></li> <li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;"><span style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">Position Arkose as a strategic partner, not a vendor</span></li> <li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;"><span style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">Conduct Executive Business Reviews demonstrating business impact and ROI</span></li> </ul> <h2><span style="font-family: arial, helvetica, sans-serif; font-size: 12pt;"><strong>Preferred Qualifications</strong></span></h2> <ul> <li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;"><span style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">Experience selling to CISOs, fraud teams, or security organizations</span></li> <li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;"><span style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">Background in SaaS or technical security solutions</span></li> <li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;"><span style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">Knowledge of MEDDPIC, Command of the Message, or similar methodologies</span></li> </ul> <h4><span style="font-size: 12pt;"><strong>Why Arkose Labs?</strong></span></h4> <p><span style="font-size: 12pt;">At Arkose Labs, our technology-driven approach enables us to make a substantial impact in the industry, supported by a robust customer base consisting of global enterprise giants such as Microsoft, Roblox, and more. We’re not just a company; we’re a collaborative ecosystem where you will actively partner with these influential brands, tackling the most demanding technical challenges to safeguard hundreds of millions of users across the globe.</span></p> <p><span style="font-size: 12pt;">Why do top tech professionals choose Arkose Labs?</span></p> <ul> <li style="font-size: 12pt;"><span style="font-size: 12pt;">Cutting-Edge Technology: Our high-efficacy solutions, backed by solid warranties, attract leading, global enterprise clients.</span></li> <li style="font-size: 12pt;"><span style="font-size: 12pt;">Innovation and Excellence: We foster a culture that emphasizes technological innovation and the pursuit of excellence, ensuring a balanced and thriving work environment.</span></li> <li style="font-size: 12pt;"><span style="font-size: 12pt;">Experienced Leadership: Guided by seasoned executives with deep tech expertise and a history of successful growth and equity events.</span></li> <li style="font-size: 12pt;"><span style="font-size: 12pt;">Ideal Size: We’re structured to be agile and adaptable, large enough to provide stability, yet small enough to value your voice and ideas.</span></li> </ul> <p><span style="font-size: 12pt;">Join us in shaping the future of technology. At Arkose Labs, you’re not just an employee; you’re part of a visionary team driving global change</span></p> <p><span style="font-size: 12pt;">The most recognizable brands in the world select Arkose Labs, including Roblox, Microsoft, Adobe, Expedia, Snapchat, and Zilch.</span></p> <p><span style="font-size: 12pt;">We value your unique contributions, perspectives, and experiences. Be part of a diverse and high-performing environment that prioritizes collaboration, excellence, and inclusion. We hire the best, focus on their professional development, and offer support for continuing education.</span></p> <p><span style="font-size: 12pt;"><strong>We value:</strong></span></p> <ul> <li style="font-size: 12pt;"><span style="font-size: 12pt;"><strong>People:</strong> first and foremost they are our most valuable resource. Our people are independent thinkers who make data driven decisions and take ownership and accountability in all the things they do.</span></li> <li style="font-size: 12pt;"><span style="font-size: 12pt;"><strong>Team Work.</strong> We demonstrate respect, trust, integrity, and communicate openly with a positive can do attitude and constructively challenge one another</span></li> <li style="font-size: 12pt;"><span style="font-size: 12pt;"><strong>Customer Focus</strong>. We empathize with our customers and obsess about solving their problems</span></li> <li style="font-size: 12pt;"><span style="font-size: 12pt;"><strong>Execution </strong>with precision, professionalism and urgency</span></li> <li style="font-size: 12pt;"><span style="font-size: 12pt;"><strong>Security</strong>. It’s the lens through which we implement our processes, procedures, and programs</span></li> </ul> <p><span style="font-size: 12pt;"><strong>Benefits:</strong></span></p> <ul> <li style="font-size: 12pt;"><span style="font-size: 12pt;">Competitive salary + Equity</span></li> <li style="font-size: 12pt;"><span style="font-size: 12pt;">401k plan&nbsp;</span></li> <li style="font-size: 12pt;"><span style="font-size: 12pt;">Robust benefits package- 85% medical, dental, vision coverage for employees and 75% for dependents</span></li> <li style="font-size: 12pt;"><span style="font-size: 12pt;">Flexible PTO</span></li> <li style="font-size: 12pt;"><span style="font-size: 12pt;">Life insurance coverage</span></li> <li style="font-size: 12pt;"><span style="font-size: 12pt;">Short and Long Term Disability Insurance paid by the company</span></li> <li style="font-size: 12pt;"><span style="font-size: 12pt;">Generous nationwide parental leave policy</span></li> <li style="font-size: 12pt;"><span style="font-size: 12pt;">Amazing discounts program&nbsp;</span></li> <li style="font-size: 12pt;"><span style="font-size: 12pt;">Wellbeing package including mental health and gym discounts</span></li> <li style="font-size: 12pt;"><span style="font-size: 12pt;">Flexible working hours to support personal well-being and mental health</span></li> <li style="font-size: 12pt;"><span style="font-size: 12pt;">Employee Assistance Program</span></li> </ul> <p><span style="font-size: 12pt;">Arkose Labs is an Equal Opportunity Employer that makes employment decisions without regard to race, color, religious creed, national origin, ancestry, sex, pregnancy, sexual orientation, gender, gender identity, gender expression, age, mental or physical disability, medical condition, military or veteran status, citizenship, marital status, genetic information, or any other characteristic protected by applicable law. In addition, Arkose Labs will provide reasonable accommodations for qualified individuals with disabilities.</span></p> <p><span style="font-size: 12pt;">The anticipated total OTE is $230,000.00 to $250,000.00. Equity and benefits may be provided as part of the compensation package, depending on the position offered. Not all candidates will be eligible for the upper end of the salary range. The exact salary will ultimately depend on multiple factors, which may include the successful candidate’s skills, experience, and other qualifications as well as the candidate’s location of residence. In addition to base salary, some roles may be eligible for a variable bonus based on a combination of company performance, employee performance, and management discretion.</span></p> <p><span style="color: rgb(255, 255, 255); font-size: 12pt;">#LI-remote #LI-Midsenior</span></p>