Senior Strategic Accounts Manager – Enterprise Software & AI

IgniteTech; Indonesia; On-site; IDR 600,000,000 - 1,200,000,000; Full time

Job summary

IgniteTech is seeking a Senior Strategic Accounts Manager to lead a portfolio of flagship enterprise accounts, focusing on retain, expand, and deepen relationships with data-driven strategies and AI-assisted workflows.

You will shape commercial craft, structure multi-year deals, and partner with cross-functional teams to maximize customer value and profitability.

Qualifications

• 5+ years in enterprise software sales with direct quota for renewals/expansion.
• Managed accounts $1M+ ACV and senior stakeholder complexity.
• Experienced in negotiating multi-year terms, SOWs, SLAs, and pricing structures.

Responsibilities

• Own strategic account P&L for renewals and growth across $1M+ ACV clients.
• Maintain executive relationships in QBRs and board-level discussions.
• Design and negotiate multi-year contracts and pricing constructs.
• Elevate the sales craft by coaching on negotiation frameworks and pricing rationale.
• Apply AI tools to pipeline diagnostics, proposals, and stakeholder communications.
• Ensure CRM hygiene, forecast accuracy, and Order-to-Cash process improvements.
• Collaborate with delivery, finance, legal, and CS to convert deals into client value.

Skills

Enterprise sales

Account management

CRM proficiency

Negotiation

GenAI usage

Executive communication

Forecasting

Cross-functional collaboration

Tools

Salesforce

Job description

Senior Strategic Accounts Manager – Enterprise Software & AI

You've mastered the craft of growing enterprise accounts. Now imagine doing it inside a machine that's tuned as precisely as you are.

Most senior sellers hit a ceiling — not in skill, but in environment. You know how to protect and grow a multi-million-dollar book of business, but you've been doing it despite your organization's systems, not because of them. If you're looking for a place where forecast discipline, AI-augmented workflows, and genuine cross-functional partnership aren't aspirational values on a slide deck but the actual operating rhythm, keep reading.

What This Role Is About

You’ll be the strategic and commercial leader for a portfolio of flagship enterprise accounts. Your mandate: retain, expand, and deepen these relationships through world-class negotiation, executive partnership, and data-driven account strategy. You’ll also shape how your team thinks about commercial craft — elevating their ability to structure, price, and close deals that are good for the customer and good for the business.

This is not a hunter seat. There's no cold outbound. You're here to maximize the value of relationships that already exist — and to do it with the support of modern AI tooling and a company that treats process excellence as a competitive advantage.

Key Accountabilities

• Strategic account P&L ownership — carry full responsibility for renewal and growth targets across enterprise clients with $1M+ in annual contract value, with uncompromising attention to forecast accuracy and deal margin.
• Executive relationship stewardship — serve as the senior commercial voice in QBRs, board-level escalations, and strategic planning sessions, turning pressure moments into trust-building opportunities.
• Commercial deal design — architect and negotiate multi-year contracts, SOWs, SLAs, and pricing constructs that deliver lasting customer outcomes while safeguarding profitability.
• Sales craft elevation — act as a force multiplier by coaching team members on negotiation frameworks, pricing rationale, and the commercial instincts that separate good deals from great ones.
• AI-integrated execution — apply generative AI tools across your daily workflow — pipeline diagnostics, proposal drafting, account intelligence synthesis, and stakeholder communication.
• Operational excellence — champion CRM accuracy, pipeline hygiene, and Order-to-Cash process improvement as non-negotiable standards, not afterthoughts.
• Cross-functional orchestration — collaborate on a structured cadence with delivery, finance, legal, and customer success to ensure every closed deal converts into measurable client value.

Who You Are

• 5+ years in enterprise software sales carrying direct quota for renewals, retention, or expansion — you've consistently delivered against ambitious targets.
• You’ve personally managed accounts at $1M+ ACV and understand the stakeholder complexity, procurement cycles, and executive dynamics that come with deals of that magnitude.
• You bring deep expertise in negotiating sophisticated agreements — multi-year terms, SOWs, SLAs, and tailored pricing architectures.
• You're financially literate: P&L impact, revenue recognition, forecasting models, and customer lifetime value are part of your everyday vocabulary.
• Salesforce (or equivalent CRM) proficiency and familiarity with O2C workflows are table stakes for you.
• You have authentic executive presence — composure under fire, credibility at the C-suite table, and the ability to make senior stakeholders feel heard and confident.
• Weekly accountability, transparent metrics, and continuous performance feedback are things you welcome, not tolerate.
• You have practical experience applying GenAI tools to commercial work — whether that's accelerating analysis, improving proposals, or streamlining operations.

Even Better If You Bring

• Experience in AI, data, or analytics-focused SaaS companies.
• Fluency in structured sales methodologies like MEDDIC, Challenger, or Command of the Message.
• A history of formally coaching or mentoring commercial teams.
• Knowledge of enterprise procurement, legal, and compliance processes for large-scale agreements.
• Direct experience with Fortune 500 / Global 2000 client portfolios.

What You'll Gain

• Next-generation sales leadership skills — embed generative AI into every phase of account management, from pipeline intelligence to contract creation, building capabilities that will define the top 1% of enterprise sellers for years to come.
• Battle-tested operating frameworks — internalize structured systems for forecasting, deal governance, and escalation resolution that most companies talk about but never build.
• Strategic depth across complex portfolios — sharpen your ability to read patterns, anticipate risk, and codify winning strategies into playbooks that scale beyond any single account.
• Enterprise leadership breadth — tight partnership with delivery, finance, legal, and CS will stretch your influence far beyond the traditional sales lane, preparing you for broader commercial leadership.