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 governmentagencies, 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 teamdedicated to making enterprise password management simple, secure, and truly self-hosted.MissionThe mission of the Strategic Account Manager is to unlock the growth potential within Passwork'senterprise customer base and to actively develop new enterprise business. You'll focus on our mostvaluable accounts — large organizations that currently use only a fraction of their potential — andtransform 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 modelIn 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 relationshipmanagement. 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 forwardwith momentum. - CSMs strengthen the operational relationship, monitor adoption and surface opportunities for you topursue.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 DevelopmentIn 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 highestexpansion potential. - Build detailed Account Plans for your target accounts, mapping organizational structures, keystakeholders 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 futurescaling.Responsibilities - Lead the full expansion sales cycle from opportunity identification to closing, across Passwork's fullenterprise account portfolio. - Develop and execute creative, account-specific strategies to drive user base growth, Advanced planupgrades and DevOps API adoption. - Build trusted relationships with C-level executives (CIO, CISO, CTO) and position Passwork as astrategic security partner. - Engage decision-makers through personalized outreach and value-driven conversations;
delivertailored business cases and ROI analyses. - Define the outbound ICP and prepare targeting briefs for the lead generation team;
provide strategicdirection 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 forproactive 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.