Strategic Accounts Lead - Remote - Bay Area, San Francisco

FullStack Labs, Inc.; San Francisco (CA); Hybrid; USD 150,000 - 200,000; Full time

Benefits offered by this job

Health, dental, and vision insurance

401(k) with 4% match

Paid time off

Career advancement opportunities

Continuing education opportunities

Job summary

FullStack Labs, Inc. is seeking a Strategic Accounts Lead to re-establish our footprint in the San Francisco Bay Area. This remote role targets high-impact enterprise growth and securing new logos through a relationship-first approach.

You will own the full sales lifecycle, align with CTOs and VPs, design tailor-made AI and software solutions, and forecast revenue to inform leadership decisions. Travel 25–30% is expected.

Qualifications

• 10+ years in digital services or software engineering sales.
• At least 5 years in the SF/Bay Area market.
• Proven track record of turning warm leads into multi-million deals.
• Willingness to travel 25–30%.

Responsibilities

• Identify and win new business within Fortune 500 and high-growth tech firms.
• Maintain a relationship-first sales approach with CTOs and VPs.
• Represent the company at local executive workshops and events.
• Own the deal from warm intro to expansion phase.
• Provide revenue forecasting and KPI tracking to leadership.

Skills

Strategic sales

SF Bay Area market

Relationship-based selling

New logo acquisition

Job description

Strategic Accounts Lead - Remote - Bay Area, San Francisco

California

USA

About FullStack

FullStack is your AI-native engineering partner, built to turn AI capability into certainty. Most companies can demo AI; few can get it to production and prove what it produced. We close that gap with three capabilities, AI built into your products from the start, elite vetted talent who apply it, and transparent execution that shows value every step of the way. With now over 600 customers in North America, FullStack is one integrated partner for all your AI engineering needs. With FullStack, you move forward with confidence.

We’re most proud of:

Offering life-changing career opportunities to talented software professionals across the Americas.

Building highly-skilled software development teams for hundreds of the world’s greatest companies.

Having delivered hundreds of successful custom software solutions, which have positively impacted the lives and careers of millions of users.

Our 4.1-star rating on GlassDoor.

Our client Net Promoter Score of 68, twice the industry average.

About the Role

We are seeking a High-Impact Hunter to re-establish our footprint in the San Francisco Bay Area. You aren't just managing accounts; you are the architect of our Bay Area growth. You will leverage your existing network and "relationship-first" sales approach to secure new logos and scale our presence across the Fortune 500 and mid-market landscapes.

Reporting to the executive leadership team, you will oversee the health and expansion of the Bay Area book of business, ensuring that our delivery in AI, data, and custom software translates into long-term, multi-million-dollar partnerships.

New Logo Acquisition: Identify and win new business within the Fortune 500 and high-growth tech firms in the Bay Area.

Relationship-Based Prospecting: Utilize your existing "rolodex" of CTOs, VPs of Engineering, and Product leaders. We focus on high-trust, consultative selling—not cold-call volume.

Actively represent the company at local executive workshops, tech conferences, and networking events to build a high-fidelity pipeline.

Collaborate with our technical leadership to design custom solutions that solve specific C-suite pain points.

Full Lifecycle Ownership: Own the deal from the initial "warm intro" through the first engagement and into the first phase of expansion.

Define and track departmental KPIs, including Net Revenue Retention (NRR), expansion velocity, and client health scores.

Provide high-fidelity revenue forecasting and resource planning to leadership, identifying macro-trends across the portfolio to inform company-wide pivot points.

High-Value Expansion & Revenue Growth

Move beyond tactical upselling to design long-term retention frameworks that transform initial engagements into multi-year, multi-stream strategic alliances.

Partner with Business Development and Product to identify gaps in the market, shaping our service offerings in AI and data to meet the evolving needs of C-suite stakeholders.

Provide hands-on coaching and mentorship, helping AMs navigate complex negotiations, technical scoping, and political dynamics within large organizations.

Serve as a strategic advisor to CTOs, CDOs, and VPs of Engineering, aligning our technical capabilities and business roadmaps.

Utilize advanced data analysis to prove ROI, leading high-stakes QBRs and steering committee meetings that justify continued and increased investment.

What Success Looks Like

New Logo Count: Number of new enterprise accounts opened within the first 12 months.

Pipeline Velocity: Speed at which initial networking conversations move to SOW (Statement of Work).

Expansion Potential: Ability to land a project and identify a path to a $5M+ partnership within the first 18 months.

Who You Are

10+ years of experience in digital services or software engineering sales, with at least 5 years specifically in the SF/Bay Area market.

You don't rely on scripts. You rely on your reputation and your ability to have peer-to-peer technical/strategic conversations with CTOs.

You thrive in an environment where there is no "existing book." You find the challenge of building a territory from scratch more rewarding than maintaining a steady state.

Proven track record of taking a "warm lead" and turning it into a $1M+ initial engagement, and managing and growing $20M+ books of business within the digital services or software engineering sectors.

The ability to challenge a CTO’s roadmap or a Lead Architect’s implementation plan with data-backed, strategic alternatives.

Periodic travel (25–30%) for high-level executive workshops, board meetings, and relationship steering.

Data-Driven & Authoritative:

Expert-level financial acumen; you understand the levers of profitability, utilization, and contract structure.

Masterful presentation skills, with the ability to distill complex technical risks into clear, actionable executive summaries for C-suite audiences.

Work Authorization Requirements

Applicants must be currently authorized to work in the United States on a full-time basis.

FullStack will not sponsor applicants for work visas now or in the future.

What We Offer

Base Salary Range: $150k–$200k (actual starting pay is determined by a number of factors, including relevant skills, qualifications, experience, and location).

• Paid Time Off (vacation, sick leave, parental leave, holidays).
• The ability to work with leading startups and Fortune 500 companies.
• Health, dental, and vision insurance.
• 401(k) w/ 4% match.
• Ample opportunity for career advancement.
• Continuing education opportunities.

Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.

FullStack is proud to be an equal opportunity workplace. We are committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity, or Veteran status.