Strategic Account Manager


Our Mission was born out of a very tangible, practical need: equipping developers with high-quality, realistic data for dev and testing. Admittedly, it makes us sound like just another developer tool, but at the core of that need is our belief for why it truly matters. We wholeheartedly believe that data privacy is a human right. It isn’t just about complying with the latest regulation. It’s about helping organizations treat data the way we’d like our own data to be treated. Enabling developers along the way is what makes our work a win-win. It’s a challenge the team we’re assembling is uniquely equipped to solve, and in the long run, the solution we’ve built stands to benefit us all.

Job Description

Tonic is looking for an experienced Strategic Account Manager (SAM) to drive expansion within our top accounts, including several Global 2000 organizations. We’ve seen a rapid increase in enterprise customer adoption of Tonic’s products over the last 12-18 months, and our success with early projects at these large organizations has created an untapped potential for the right individual to expand and rapidly grow our footprint. As a key player in our go-to-market function, you'll be supported by a team of Customer Success Managers (CSMs) who will handle day-to-day operations for these accounts, Solution Architects to handle technical discovery and implementation, and a robust customer support organization. You will be networking & creating relationships with technology leaders (up to the CXO and VP levels) at many of the largest and hottest companies around the world.

This role is tailor-made for a mid-career sales professional with the prowess to cultivate extensive relationships within large enterprises, decipher the nuances of the playing field, and construct and execute growth plans.

What You'll Be Doing:

  • Take charge of renewals and expansions for our top-tier accounts, utilizing your expertise to nurture and grow key relationships within large enterprises.
  • Collaborate closely with CSMs, ensuring a seamless partnership to drive overall account success. While the CSMs oversee day-to-day operations, your focus will be on strategic growth.
  • Forge deep and broad connections within large enterprises, gaining an in-depth understanding of key players, opportunities, and challenges.
  • Develop and execute comprehensive growth plans tailored to each strategic account, leveraging your insights to drive expansion and long-term success.
  • Engage with cross-functional teams to align strategies and ensure a unified approach toward customer success. This involves collaborating with sales, product, and customer success teams.

What We're Looking For:

  • 5+ years of experience in strategic account management, preferably in a dynamic startup environment.
  • Experience selling technical products in DevTools, DevOps, security, and similar markets
  • Confidence selling to leadership in software QA, engineering, security, or similar technical VP/C level decision makers
  • A proven track record of navigating and thriving within large enterprise environments. You understand the intricate dynamics and can navigate complex organizational structures.
  • A strategic mindset with the ability to see the bigger picture and devise plans that drive both short-term wins and long-term success.
  • Comfortable working collaboratively across teams, ensuring a unified and cohesive approach to customer success.
  • A track record of exceeding targets and driving revenue growth within strategic accounts.

Why Join Us?

  • Ground-floor opportunity to have an immediate impact on the company's growth
  • Series B backed by leading investors such as Insight Partners, GGV Capital, and HeavyBit
  • Health, dental, vision and 401(k)
  • Unlimited time off and flexible work hours

About empowers developers while protecting customer privacy by enabling companies to create safe, synthetic versions of their data for use in software development, testing, and QA. Founded in 2018, with offices in San Francisco, Atlanta, and New York, the company is pioneering enterprise tools for database subsetting, de-identification, and synthesis. Thousands of developers use data generated with Tonic on a daily basis to build their products faster in industries as wide ranging as healthcare, financial services, logistics, edtech, and e-commerce. Working with customers like eBay, The Motley Fool, Flexport, and Everlywell, innovates to advance their goal of advocating for the privacy of individuals while enabling companies to do their best work. For more information, visit or follow@tonicfakedata on Twitter.