PAt Passwork, our mission is to help businesses protect their most sensitive data through secure, /ppself-hosted and cloud password management. We combine enterprise-grade security with intuitive design, giving organizations full control over their credentials without compromising on usability. /ppbr/ppOur solutions are built for security-conscious environments: from global enterprises to government /ppagencies, we help teams collaborate safely while meeting the strictest compliance requirements. /ppFounded in Europe and trusted by over 10,000 businesses worldwide, Passwork is a growing team /ppdedicated to making enterprise password management simple, secure, and truly self-hosted. /ppbr/ppbMission /b /ppThe mission of the Strategic Account Manager is to unlock the growth potential within Passwork's /ppenterprise customer base and to actively develop new enterprise business. You'll focus on our most /ppvaluable accounts — large organizations that currently use only a fraction of their potential — and /pptransform them into strategic, high-value partnerships. /ppbr/ppThis 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. /ppbr/ppbCollaboration model /b /ppIn 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. /ppYour CSM partners complement you with deep customer knowledge and day-to-day relationship /ppmanagement. They provide insights on product adoption, customer health and potential expansion signals, while you drive the commercial conversations. /ppbr/ppTogether, you present as one unified customer-facing team: /pp• You drive revenue growth, manage executive stakeholders and ensure expansion deals move forward /ppwith momentum. /pp• CSMs strengthen the operational relationship, monitor adoption and surface opportunities for you to /pppursue. /ppbr/ppThis partnership ensures every strategic account receives both the commercial focus of a dedicated SAM and the service excellence of an experienced CSM. /ppbr/ppbOutreach New Business Development /b /ppIn 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. /ppbr/ppbWhat you are responsible for: /b /pp• Define and continuously refine the Ideal Customer Profile (ICP) for outbound new business — /ppspecifying the types of companies, roles, industries and buying signals to prioritise. /pp• Prepare clear technical briefs and targeting criteria that guide the lead generation process. /pp• Review outbound results and feed strategic decisions back into targeting and messaging. /ppbr/ppbWhat is handled by the dedicated team: /b /pp• Preparation and enrichment of lead lists based on your targeting criteria. /pp• Technical setup, scheduling and execution of outbound email campaigns. /ppbr/ppOutreach 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. /ppbr/ppbWithin the first 6 months, you will: /b /pp• Analyze the full portfolio of 200+ enterprise accounts and select 20–30 strategic targets with the highest /ppexpansion potential. /pp• Build detailed Account Plans for your target accounts, mapping organizational structures, key /ppstakeholders and growth opportunities. /pp• Define the initial ICP for outbound and prepare the first targeting brief for the lead generation team. /pp• Close your first major expansion deal or have 2+ deals in final negotiation stages. /pp• Create the first version of Passwork's Expansion Playbook, documenting your approach for future /ppscaling. /ppbr/ppbResponsibilities /b /pp• Lead the full expansion sales cycle from opportunity identification to closing, across Passwork's full /ppenterprise account portfolio. /pp• Develop and execute creative, account-specific strategies to drive user base growth, Advanced plan /ppupgrades and DevOps API adoption. /pp• Build trusted relationships with C-level executives (CIO, CISO, CTO) and position Passwork as a /ppstrategic security partner. /pp• Engage decision-makers through personalized outreach and value-driven conversations; deliver /pptailored business cases and ROI analyses. /pp• Define the outbound ICP and prepare targeting briefs for the lead generation team; provide strategic /ppdirection on new business outreach without managing execution directly. /pp• Manage CRM data with high accuracy and maintain detailed account plans and opportunity notes. /pp• Collaborate closely with CSMs to identify expansion signals and align on account approach. /pp• Work with the Product team to provide structured market feedback from enterprise customers. /pp• Build and document the Expansion Playbook — processes, methodologies and best practices for /ppproactive account development. /ppbr/ppbThis is a standout opportunity for high performers who want to build a critical function from /b /ppbscratch, close significant deals and make a direct impact on company revenue. /b /ppbr/p