At Passwork, our mission is to help businesses protect their most sensitive data through secure,
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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-conscientious 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.
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
Develop and execute creative, account-specific strategies to drive user base growth, Advanced plan
Build trusted relationships with C-level executives (CIO, CISO, CTO) and position Passwork as a
Engage decision-makers through personalized outreach and value-driven conversations; deliver
Define the outbound ICP and prepare targeting briefs for the lead generation team; provide strategic
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. xpzdshu
Build and document the Expansion Playbook — processes, methodologies and best practices for
This is a standout opportunity for high performers who want to build a critical function from scratch, close significant deals and make a direct impact on company revenue.
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