Enterprise Account Manager - Amazon & Microsoft

As an Enterprise Account Manager at Arkose Labs, you will lead the expansion strategy for key accounts like Microsoft and Amazon. This role involves driving revenue growth across various business units within these Fortune 500 companies, protecting them from sophisticated fraud and bot attacks. You will navigate complex, technical sales cycles, build deep relationships, and partner cross-functionally to deliver exceptional outcomes, ensuring enterprise-wide platform adoption and identifying upsell opportunities.

Must Have

• Own and execute expansion strategy for Microsoft and Amazon accounts
• Build deep relationships across multiple business units, divisions, and geographies
• Develop multi-year strategic account plans targeting 30%+ net revenue retention
• Identify and prioritize highest-value expansion opportunities across vast organizational structures
• Drive enterprise-wide platform adoption across Azure, AWS, and other business units
• Identify and close upsell, cross-sell, and multi-product opportunities
• Expand from initial deployments to company-wide implementations
• Navigate complex organizational structures to find new stakeholders and use cases
• Orchestrate sophisticated sales cycles involving multiple stakeholders, business units, and decision makers
• Navigate enterprise procurement processes, security reviews, and legal negotiations unique to Microsoft and Amazon
• Lead commercial discussions including pricing, contract structuring, and ROI justification
• Partner with Solutions Engineering, Product, Legal, and Customer Success to advance deals
• Develop and maintain C-level relationships with security, fraud, and business unit executives
• Understand strategic initiatives across different divisions (Azure, AWS, retail, cloud services, etc.)
• Position Arkose as a strategic partner solving critical business problems
• Conduct Executive Business Reviews demonstrating measurable business impact and ROI
• Direct experience selling into Microsoft and/or Amazon organizations
• Deep understanding of how these companies buy, evaluate vendors, and make decisions
• Knowledge of organizational structure, key stakeholders, and decision-making processes

Good to Have

• Experience selling to CISOs, fraud teams, or security organizations
• Background in SaaS or technical security solutions
• Knowledge of MEDDPIC, Command of the Message, or similar methodologies

Perks & Benefits

• Competitive salary + Equity
• 401k plan
• Robust benefits package- 85% medical, dental, vision coverage for employees and 75% for dependents
• Flexible PTO
• Life insurance coverage
• Short and Long Term Disability Insurance paid by the company
• Generous nationwide parental leave policy
• Amazing discounts program
• Wellbeing package including mental health and gym discounts
• Flexible working hours to support personal well-being and mental health
• Employee Assistance Program

Role Overview

As an Enterprise Account Manager, you will own the expansion strategy for our two most strategic accounts: Microsoft and Amazon. This role focuses on driving revenue growth across multiple business units within these Fortune 500 technology leaders as they protect themselves from sophisticated fraud and bot attacks. You'll navigate highly complex, technical sales cycles while partnering cross-functionally to deliver exceptional outcomes.

Location Requirement: Seattle, Washington

Key Responsibilities

Strategic Account Ownership

• Own and execute expansion strategy for Microsoft and Amazon accounts
• Build deep relationships across multiple business units, divisions, and geographies within each organization
• Develop multi-year strategic account plans targeting 30%+ net revenue retention
• Identify and prioritize highest-value expansion opportunities across vast organizational structures

Account Growth & Expansion

• Drive enterprise-wide platform adoption across Azure, AWS, and other business units
• Identify and close upsell, cross-sell, and multi-product opportunities
• Expand from initial deployments to company-wide implementations
• Navigate complex organizational structures to find new stakeholders and use cases

Complex Deal Management

• Orchestrate sophisticated sales cycles involving multiple stakeholders, business units, and decision makers
• Navigate enterprise procurement processes, security reviews, and legal negotiations unique to Microsoft and Amazon
• Lead commercial discussions including pricing, contract structuring, and ROI justification
• Partner with Solutions Engineering, Product, Legal, and Customer Success to advance deals

Executive Relationship Building

• Develop and maintain C-level relationships with security, fraud, and business unit executives
• Understand strategic initiatives across different divisions (Azure, AWS, retail, cloud services, etc.)
• Position Arkose as a strategic partner solving critical business problems
• Conduct Executive Business Reviews demonstrating measurable business impact and ROI

Required Qualifications

Microsoft/Amazon Experience (Critical)

• Direct experience selling into Microsoft and/or Amazon organizations
• Deep understanding of how these companies buy, evaluate vendors, and make decisions
• Existing relationships within Microsoft and/or Amazon strongly preferred
• Knowledge of organizational structure, key stakeholders, and decision-making processes

Preferred Qualifications

• Experience selling to CISOs, fraud teams, or security organizations
• Background in SaaS or technical security solutions
• Knowledge of MEDDPIC, Command of the Message, or similar methodologies

Why Arkose Labs?

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.

Why do top tech professionals choose Arkose Labs?

• Cutting-Edge Technology: Our high-efficacy solutions, backed by solid warranties, attract leading, global enterprise clients.
• Innovation and Excellence: We foster a culture that emphasizes technological innovation and the pursuit of excellence, ensuring a balanced and thriving work environment.
• Experienced Leadership: Guided by seasoned executives with deep tech expertise and a history of successful growth and equity events.
• Ideal Size: We’re structured to be agile and adaptable, large enough to provide stability, yet small enough to value your voice and ideas.

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

The most recognizable brands in the world select Arkose Labs, including Roblox, Microsoft, Adobe, Expedia, Snapchat, and Zilch.

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.

We value:

• People: 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.
• Team Work. We demonstrate respect, trust, integrity, and communicate openly with a positive can do attitude and constructively challenge one another
• Customer Focus. We empathize with our customers and obsess about solving their problems
• Execution with precision, professionalism and urgency
• Security. It’s the lens through which we implement our processes, procedures, and programs

Benefits:

• Competitive salary + Equity
• 401k plan
• Robust benefits package- 85% medical, dental, vision coverage for employees and 75% for dependents
• Flexible PTO
• Life insurance coverage
• Short and Long Term Disability Insurance paid by the company
• Generous nationwide parental leave policy
• Amazing discounts program
• Wellbeing package including mental health and gym discounts
• Flexible working hours to support personal well-being and mental health
• Employee Assistance Program