Strategic Account Manager

📋 Description

• • As the inaugural Strategic Account Manager at AirOps Inc., you will be instrumental in establishing and scaling the Strategic Account Management (SAM) function from its inception. This is a unique opportunity to build a critical customer-facing operation without pre-existing structures, allowing you to define best practices and directly impact the company's hyper-growth trajectory. You will be the primary point of contact and trusted advisor for a dedicated portfolio of 6-10 enterprise accounts, each representing significant Annual Recurring Revenue (ARR) ranging from $48,000 to over $200,000. Your core mission will be to ensure customer retention, drive substantial growth through upsells and cross-sells, and proactively guide clients through the evolving landscape of AI-driven discovery and content optimization.
• • Your day-to-day responsibilities will encompass the complete strategic oversight of your assigned accounts. This includes managing Net Revenue Retention (NRR), orchestrating renewal processes, identifying and closing expansion opportunities, and leading all commercial discussions. You will operate not merely as a support function, but as an embedded strategic advisor, deeply understanding each customer's unique business objectives and shaping their utilization of the AirOps platform to achieve competitive advantages. A significant aspect of your role will involve developing and executing tailored SEO and AEO (AI Engine Optimization) strategies for each account. This entails crafting living organic roadmaps, conducting thorough keyword ownership analysis, identifying citation gaps, defining content strategies, and optimizing for AI search, all customized to the specific market and goals of your clients.
• • Building and nurturing executive-level relationships, particularly with VPs and CMOs, is paramount. You will be responsible for multi-threading into each account to mitigate single-champion risk and establish AirOps as an indispensable partner. Your expertise will be sought after when client leadership teams need to understand the future of AI search and its implications for their businesses. Furthermore, you will drive proactive feature adoption by mapping new AirOps platform releases to specific customer goals and needs, ensuring clients leverage the full potential of our solutions before they discover it independently. This involves bringing the product's value proposition directly to the customer, rather than expecting them to seek it out.
• • A crucial part of your mandate is to architect and implement the SAM function itself. Since there is no existing playbook, you will be responsible for creating it. This includes defining the handoff protocol from sales, establishing the cadence for Quarterly Business Reviews (QBRs), developing robust health monitoring motions for accounts, and identifying key triggers for expansion opportunities. The processes and structures you build will form the foundation for scaling the SAM team and its impact as AirOps continues its rapid growth.
• • AirOps is at the forefront of content engineering for the AI era, empowering brands to thrive in a world where discovery is increasingly mediated by AI platforms. Our innovative platform helps marketing teams optimize content quality to gain a durable competitive advantage, driving significant revenue growth – our company has achieved a 5x increase in revenue over the past year. We enable marketers to navigate the new discovery landscape, identify high-impact opportunities, and produce accurate, on-brand content that earns citations from AI and builds trust with human audiences. We are backed by prominent investors including Greylock, Unusual Ventures, Wing VC, and Founder Collective, and are dedicated to building intelligent systems that will shape the future of marketing leadership.
• • In this role, you will gain unparalleled experience in building a strategic function from the ground up within a hyper-growth startup environment. You will develop deep expertise in enterprise account management, strategic selling, and consultative advising, particularly within the rapidly evolving fields of AI, SEO, and content optimization. The opportunity to work directly with executive leadership at both AirOps and client organizations, coupled with the autonomy to define processes and strategies, offers a unique platform for professional development and significant career advancement. You will become a key player in shaping the future of how brands engage with AI-driven discovery and content, making our customers heroes in their respective markets.