Enterprise Account Manager (REMOTE OK) at Arkose Labs

San Mateo, California, United States

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Not SpecifiedCompensation

Senior (5 to 8 years)Experience Level

Full TimeJob Type

UnknownVisa

Cybersecurity, Technology, Enterprise SoftwareIndustries

Requirements

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

Responsibilities

Own and execute expansion strategy for assigned enterprise accounts ($500K+ ARR)
Identify and close upsell, cross-sell, and multi-product opportunities
Drive enterprise-wide platform adoption across business units and geographies
Build and execute multi-year strategic account plans targeting 30%+ net revenue retention
Orchestrate sophisticated sales cycles involving multiple stakeholders, business units, and decision makers
Navigate enterprise procurement processes, security reviews, and legal negotiations
Lead commercial discussions including pricing, contract structuring, and ROI justification
Partner with Solutions Engineering, Product, Legal, and Customer Success to advance deals
Develop C-level relationships with CISOs, fraud leaders, and business unit executives
Understand customer strategic initiatives and business priorities
Position Arkose as a strategic partner, not a vendor
Conduct Executive Business Reviews demonstrating business impact and ROI

Skills

Key technologies and capabilities for this role

Account ManagementEnterprise SalesUpsellCross-sellRevenue GrowthStrategic Account PlanningDeal NegotiationProcurement ProcessesROI AnalysisC-level Relationship BuildingSales StrategyCustomer Success

Questions & Answers

Common questions about this position

Is this Enterprise Account Manager position remote?

Yes, the position is remote-friendly as indicated by 'REMOTE OK' in the job title.

What salary or compensation is offered for this role?

This information is not specified in the job description.

What experience is preferred for the Enterprise Account Manager role?

Preferred qualifications include experience selling to CISOs, fraud teams, or security organizations, background in SaaS or technical security solutions, and knowledge of MEDDPIC, Command of the Message, or similar methodologies.

What is the company culture like at Arkose Labs?

Arkose Labs fosters a collaborative ecosystem where employees partner with global enterprise giants like Microsoft and Roblox to tackle demanding technical challenges and protect users worldwide.

What makes a strong candidate for this Enterprise Account Manager position?

Strong candidates have experience selling to CISOs, fraud teams, or security organizations, a background in SaaS or technical security solutions, and familiarity with sales methodologies like MEDDPIC or Command of the Message.

Arkose Labs

Cybersecurity solutions to deter bot attacks

About Arkose Labs

Arkose Labs focuses on preventing bot attacks in the cybersecurity sector. Their platform uses real-time risk assessments and machine learning analytics to identify and counteract malicious bot activities before they can inflict harm. A key feature of their offering is the Arkose MatchKey, which is designed to be a highly effective CAPTCHA, enhancing both security and user experience. Unlike many competitors, Arkose Labs aims to increase the cost and effort required for attackers, making bot attacks less appealing. The company's goal is to provide robust protection for digital assets, ensuring that clients can operate securely in an increasingly hostile online environment.

San Francisco, CaliforniaHeadquarters

2016Year Founded

$96.8MTotal Funding

SERIES_CCompany Stage

Cybersecurity, AI & Machine LearningIndustries

201-500Employees

Benefits

Health Insurance

Dental Insurance

Vision Insurance

Life Insurance

Disability Insurance

401(k) Retirement Plan

401(k) Company Match

Unlimited Paid Time Off

Flexible Work Hours

Paid Vacation

Generous nationwide parental leave policy

Employee Assistance Program

Mental Health Support

Gym Membership

Risks

Emerging AI-driven bot attacks could potentially outpace Arkose Labs' current defenses.

Competitors are developing advanced CAPTCHA alternatives challenging Arkose MatchKey's position.

The rise of DeFi platforms introduces new vectors for bot attacks Arkose must address.

Differentiation

Arkose Labs offers the world's first $1M warranties for credential stuffing and SMS toll fraud.

Arkose MatchKey is touted as the strongest CAPTCHA ever made, enhancing security measures.

Arkose Labs' AI-powered platform combines risk assessments with dynamic threat response.

Upsides

Arkose Labs is recognized as the 2023 Leader in Bot Detection and Mitigation.

The launch of Arkose Device ID enhances fraud detection and prevention capabilities.

Arkose Labs' protection measures for GPT applications address new attack vectors effectively.

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