Strategic Account Manager

Job description

# **Who is Litmus** Litmus is building the data foundation that powers industrial AI. AI doesn’t work without real-world, contextualized data - Litmus makes that data usable. As AI adoption accelerates, most industrial environments still can’t access or use their operational data. We solve that gap. We’re a growth-stage software company helping manufacturers access, structure, and use real-time data from machines, systems, and sensors at the edge. Our platform sits at the intersection of edge computing, AI, and industrial operations, enabling some of the world’s largest companies to run operations in real time, reduce downtime, and optimize production. Backed by leading investors and trusted by global manufacturers and partners like Google, Microsoft, Dell, Oracle, and Mitsubishi, Litmus is powering the shift toward software-defined manufacturing. # **Why join Litmus** ### ## **Build the infrastructure that makes industrial AI possible** AI is moving beyond the cloud and into the physical world. At Litmus, you’ll build the infrastructure that enables real-time data to power AI and machine learning systems in production environments. ### ## **Work on problems where software meets the real world** Most AI systems fail without access to real-world data. You’ll build the layer that makes them viable in production. We solve challenges at the intersection of distributed systems, real-time data, and industrial constraints — where reliability, scale, and performance are non-negotiable. ### ## **Have real impact, fast** You’ll work on systems used by real customers in production, with direct impact on product and company trajectory. As a scaling company, we move quickly. You’ll have ownership, visibility, and the ability to shape both product and company as we scale. ### ## **Join a high-performance team** We’re building a team that holds a high bar and pushes each other to improve. You’ll work alongside experienced operators, engineers, and leaders who have done this before and are building again at scale. We hire people who take ownership, move quickly, and care about outcomes. No passengers. # **Our culture** At Litmus, the team is collaborative, curious, and low ego. People are scrappy, take ownership, and look for ways to make an impact. We value empathy just as much as execution, whether that’s in how we build, how we communicate, or how we support each other. We’re a growing company, so things move quickly and not everything is perfectly defined. If you enjoy figuring things out, working closely with others, and making steady progress, you’ll do well here. # **About the Role** We're hiring a Strategic Account Manager (SAM) to own expansion and revenue retention across a regional book of enterprise industrial accounts. You'll work as an overlay to the Account Executive: diagnosing where each customer actually sits on the path from a single-site deployment to a governed, multi-site enterprise standard, then working directly with the customer's central team to build the account plan and governance that gets them there. The AE still owns and closes the deal. You build the structural case that makes the next expansion conversation closeable, and you own renewal outcomes across the region so growth doesn't come at the cost of what's already sold. The win is influence, not a signature: getting a customer to commit, quickly and unwaveringly, to one way of doing industrial data at scale. # **What You'll Do** • Diagnose each account's readiness to scale, jointly with the AE, through structured interviews with internal stakeholders and customer teams across your region • Run Value Engineering engagements with the customer's central team to define the shared KPI, the asset model, and the rollout approach, in the room rather than delivered afterward • Build and maintain the account plan with the AE: a multi-site rollout roadmap tied to the customer's own initiatives, plus the governance layer that keeps them on it (named program owner, site champions, operating cadence), and hold the customer to it • Own revenue retention across your region: track every renewal, spot engagement drop-off early, and coordinate save plans with Customer Success and the AE before risk becomes churn • Run the cross-functional cadence as the AE's overlay: weekly account syncs with Pre-Sales, Customer Engineering and Project Management, forecast calls for SAM-supported accounts, and quarterly readouts to sales and CS leadership • Package what works into success stories and run internal enablement so the patterns from one account reach the next # **What You'll Bring** ## **Must Have** • 5+ years in enterprise account management, customer success or expansion sales for industrial, manufacturing or OT/IT software, working accounts at multi-site or multi-plant scale • A track record standing up governance or program structures with named executive sponsors and cross-site stakeholders, not just running individual site deployments • High emotional intelligence: able to read the customer-side politics in accounts you don't own, and to tell an executive sponsor an uncomfortable truth about where their program stands without losing the room • Comfortable as an overlay with no closer's authority: motivated by winning the customer's commitment to a standard, not by negotiating or closing the deal yourself • Experience owning or directly influencing both an expansion number and a renewal number in a book of business, without letting one crowd out the other ## **Nice to Have** • Working knowledge of industrial data architecture (edge computing, asset modeling, OT/IT data contextualization), enough to hold a credible model-first conversation with technical stakeholders • Experience building and maintaining a formal joint account plan alongside an AE, and being held to it • Startup or scale-up experience building a motion or playbook from scratch rather than inheriting one • Experience with systems-integrator or partner-led deployments in manufacturing environments