Strategic Account Manager (Enterprise Expansion)

At Passwork, our mission is to help businesses protect their most sensitive data through secure,

self-hosted and cloud password management. We combine enterprise-grade security with intuitive design, giving organizations full control over their credentials without compromising on usability.

Our solutions are built for security-conscious environments: from global enterprises to government

agencies, we help teams collaborate safely while meeting the strictest compliance requirements.

Founded in Europe and trusted by over 10,000 businesses worldwide, Passwork is a growing team

dedicated to making enterprise password management simple, secure, and truly self-hosted.

Mission

The mission of the Strategic Account Manager is to unlock the growth potential within Passwork's

enterprise customer base and to actively develop new enterprise business. You'll focus on our most

valuable accounts — large organizations that currently use only a fraction of their potential — and

transform them into strategic, high-value partnerships.

This is a high-impact quota-carrying role where you'll own the expansion motion end-to-end: identifying whitespace opportunities, building C-level relationships, developing account strategies and closing deals ranging from €50k to €150k+. Alongside expansion, you will drive new business development by defining outbound strategy and ICP — supported by a dedicated infrastructure and team that handles execution.

Collaboration model

In this role, you will operate closely with our Customer Success team. As the Strategic Account Manager, you own the commercial execution: strategic account planning, executive relationship building, deal progression, negotiation and closing.

Your CSM partners complement you with deep customer knowledge and day-to-day relationship

management. They provide insights on product adoption, customer health and potential expansion signals, while you drive the commercial conversations.

Together, you present as one unified customer-facing team:

• You drive revenue growth, manage executive stakeholders and ensure expansion deals move forward

with momentum.

• CSMs strengthen the operational relationship, monitor adoption and surface opportunities for you to

pursue.

This partnership ensures every strategic account receives both the commercial focus of a dedicated SAM and the service excellence of an experienced CSM.

Outreach & New Business Development

In addition to portfolio expansion, the SAM plays a key strategic role in new business development through outbound. The outreach infrastructure is already fully in place — warmed-up email accounts, tooling and campaign workflows — so the focus here is on strategy, not manual execution.

What you are responsible for:

• Define and continuously refine the Ideal Customer Profile (ICP) for outbound new business —

specifying the types of companies, roles, industries and buying signals to prioritise.

• Prepare clear technical briefs and targeting criteria that guide the lead generation process.

• Review outbound results and feed strategic decisions back into targeting and messaging.

What is handled by the dedicated team:

• Preparation and enrichment of lead lists based on your targeting criteria.

• Technical setup, scheduling and execution of outbound email campaigns.

Outreach is a meaningful part of this role, but it is not its primary focus. Account expansion — growing existing Passwork enterprise clients — remains the core activity and the main driver of your quota.

Within the first 6 months, you will:

• Analyze the full portfolio of 200+ enterprise accounts and select 20–30 strategic targets with the highest

expansion potential.

• Build detailed Account Plans for your target accounts, mapping organizational structures, key

stakeholders and growth opportunities.

• Define the initial ICP for outbound and prepare the first targeting brief for the lead generation team.

• Close your first major expansion deal or have 2+ deals in final negotiation stages.

• Create the first version of Passwork's Expansion Playbook, documenting your approach for future

scaling.

Responsibilities

• Lead the full expansion sales cycle from opportunity identification to closing, across Passwork's full

enterprise account portfolio.

• Develop and execute creative, account-specific strategies to drive user base growth, Advanced plan

upgrades and DevOps API adoption.

• Build trusted relationships with C-level executives (CIO, CISO, CTO) and position Passwork as a

strategic security partner.

• Engage decision-makers through personalized outreach and value-driven conversations; deliver

tailored business cases and ROI analyses.

• Define the outbound ICP and prepare targeting briefs for the lead generation team; provide strategic

direction on new business outreach without managing execution directly.

• Manage CRM data with high accuracy and maintain detailed account plans and opportunity notes.

• Collaborate closely with CSMs to identify expansion signals and align on account approach.

• Work with the Product team to provide structured market feedback from enterprise customers.

• Build and document the Expansion Playbook — processes, methodologies and best practices for

proactive account development.

This is a standout opportunity for high performers who want to build a critical function fromscratch, close significant deals and make a direct impact on company revenue.