Strategic Account Executive

📍 Location: Remote (US) with frequent visits to downtown Austin, TX (HQ)
💼 Type: Full-time, Senior Individual Contributor
💰 Compensation: $250,000 – $350,000 OTE, split 50/50 between salary and commissions (subject to qualifications and experience) + equity + premium benefits

About this role
The largest enterprises in the world are making infrastructure decisions right now, replacing legacy tools, modernizing data movement, and locking in the vendors they'll depend on for the next decade. Those deals don't come to you. You have to go find them.

At Files.com, that's exactly the kind of Account Executive we're building this role around.

Here, you'll work exclusively with organizations generating $5 billion or more in annual revenue, including global manufacturers, financial institutions, healthcare systems, logistics networks, and major technology enterprises where secure file transfer and automation are embedded in the core of how business runs. These are not point-in-time transactional deals. They are multi-stakeholder infrastructure decisions that touch IT operations, security, compliance, and executive leadership, and they close at a level that defines careers.

Our target industries are the ones where secure, compliant data movement is mission-critical: financial services and banking, healthcare and life sciences, retail, manufacturing and logistics, and professional services. These are buyers who understand risk, expect technical credibility, and make infrastructure decisions that stick for years. They are also among the most willing to invest in a platform that reduces operational and compliance exposure.

You won't be handed these accounts. You'll build your own pipeline through outbound prospecting, executive relationships, industry networking, and disciplined territory strategy. Inbound opportunities will come your way, but your success depends on your ability to create pipeline that doesn't exist yet, getting in front of IT infrastructure leaders, VP-level buyers, and enterprise decision-makers who have never heard your pitch.
What sets this role apart is the buyer. The prospects you'll call on are serious, technical, and experienced. They have infrastructure architects, security teams, and compliance officers who will evaluate every detail of what you're selling. To win here, you need to speak their language, not as a translator, but as someone who actually understands enterprise IT infrastructure: how it's designed, what breaks, what keeps CISOs up at night, and why legacy tools fail at scale.

Files.com is the right product to sell into this world. We're fast, reliable, and proven across thousands of enterprises, including some of the most demanding environments on the planet. Our engineering team moves mountains for customers, shipping solutions in days, not quarters. When you close a deal, you sell with complete confidence that every promise will be delivered.
Combined with a high-performing team, a leadership culture that rewards results, and compensation built for elite enterprise sellers, this is the environment where your next career-defining deals get closed.

If you've spent years hunting enterprise IT accounts and are ready to bring that expertise to a product that can compete anywhere, this is your seat.

Who We Are
We're Files.com, a profitable, founder-led SaaS company powering secure file transfer and automation for 4,000+ brands you know: Marc Jacobs, GrubHub, Michelin, Hot Topic, Stamps.com, Planet Fitness, KFC, and more.

We've built a $35M+ business with just 70 people by hiring smart, disciplined, and high-output teammates who act fast and own outcomes. Backed by $46.5M from Riverwood Capital, we're scaling intentionally, and this role is a critical piece of that growth.

What You'll Actually Do
This isn't about responding to inbound and running demos. It's about building something from scratch, finding the right buyers inside the world's largest organizations and earning their business through preparation, expertise, and relentless execution.

In this role, you will:

• Build Your Own Pipeline: Generate the majority of your pipeline through strategic outbound prospecting, executive networking, and referrals at companies with $5B+ in revenue.
• Target Enterprise IT Infrastructure Buyers: Identify and engage VP-level and above stakeholders in IT operations, infrastructure, data movement, security, and compliance, the people who own the problem Files.com solves.
• Master the Product: Become a true Files.com expert, understanding the platform's architecture, security model, compliance capabilities, and integrations at a level that earns credibility with the most technical buyers.
• Run Discovery with Infrastructure Depth: Surface the real pressures that enterprise IT teams face, including legacy modernization, compliance risk, and operational complexity, and connect them to clear business value.
• Close the Biggest Deal Possible: Think strategically about enterprise-wide value, structure large multi-department contracts, and close deals that reflect the full scope of what Files.com can do for an organization at scale.
• Navigate Complex Deals: Maintain deal control across IT leadership, security teams, procurement, and executive sponsors, keeping alignment and momentum across long, multi-stakeholder sales cycles.
  Forecast and Execute with Discipline: Build, maintain, and accurately forecast a healthy pipeline, consistently achieving or exceeding quota.

Why This Role Is Different

You'll Hunt the Biggest Deals in the Market: You'll work with Fortune 100 and global enterprises where infrastructure decisions are made at scale. These are not transactional deals. They are career-defining engagements that transform how entire organizations operate.

You'll Own Your Territory End-to-End: Your pipeline is yours to build. You'll have the autonomy to develop your strategy, work your network, and prospect into accounts that matter, with the tools, team, and backing to win.

Technical Depth Wins Here: The buyers you'll target are infrastructure leaders who can spot a rep who doesn't know the space. Your knowledge of enterprise IT, including networking, security, data movement, and compliance, is your competitive weapon.

Real Engineering Backing: Our Engineering and R&D teams move mountains for customers. Customer feedback gets acted on fast, solutions ship in days not quarters, and you'll never waste your career apologizing for "known issues."

A Product You're Proud to Sell: Files.com is fast, reliable, and proven across some of the most demanding enterprise environments in the world. You can walk into any IT infrastructure meeting with confidence.

A High-Performing Team That Elevates You: You'll be part of an elite team backed by leaders who invest in you. The culture here rewards expertise, discipline, and consistent overperformance.

What Success Looks Like

• Within six months: real pipeline across targeted accounts, at least one deal in final negotiations or closed, and credibility established with buyers who didn't know Files.com before you called.
• Within twelve months: multiple closed-won logos, a self-sustaining outbound motion, and at least one account that has grown from initial win into an expanding footprint.
• You are remembered by prospects as the person who actually understood their environment and brought real value and not just another vendor pitch.
• You consistently exceed quota and grow sharper every quarter in prospecting, discovery, positioning, negotiation, and closing.

Who Thrives in This Role

• ✅ You have a proven track record of self-sourcing pipeline and closing net-new business at the enterprise level ($5B+ accounts)
• ✅ You're deeply fluent in enterprise IT infrastructure. You can hold a real conversation with a VP of IT Operations or a Director of Network Engineering
• ✅ You combine technical credibility with executive presence and the ability to operate across both levels in the same deal
• ✅ You're disciplined about prospecting, pipeline management, forecasting, and deal execution
• ✅ You thrive in long, complex sales cycles and know how to maintain momentum across multi-stakeholder organizations
• ✅ You want a territory that is yours to build, with compensation that reflects what you close

Location & Travel
Austin-based candidates are preferred for proximity to leadership, but exceptional remote candidates will be considered. This role includes travel as needed to build and maintain strong customer relationships.  Remote employees will be expected to make monthly trips to Austin, TX. 

Perks & Benefits

• 🩺 100% Paid Health, Dental & Vision (75% for family)
• 💸 401(k) with 4% Company Match
• 📈 Equity Grants for Every Employee
• 🍼 Paid Parental Leave
• 🌴 20 PTO Days + 11 Holidays + Full Company Winter Break
• 💰 $1,000 Signing Bonus + Modern Apple Laptop + Anniversary Gifts
• 🍳 Free catered lunch every day in our Austin office when visiting
• ✈️ Team Travel to NYC, Austin, Nashville, Miami, and more

Bottom line
This isn't a role for people who want to manage inbound. This is a role for hunters who want to close the biggest enterprise IT deals in the market, build a territory that compounds over time, and be rewarded at the level that performance deserves. If you have the technical depth, the network, and the relentless drive to open doors others can't, this is your seat.