战略客户经理
Strategic Account Executive
**关于公司**
Kodex 正在改变组织处理执法和政府机构敏感传票和数据请求的方式。由前 FBI 特工创立，并获得包括 Andreessen Horowitz、Y Combinator、Peak XV 和 Thiel Capital 在内的顶级投资者支持，Kodex 已成为安全数据交换的行业标准。我们的平台支持全球 190 个国家的 15,000 多个政府机构，受到 Coinbase、Stripe 和 AT&T 等行业领导企业的信赖。
通过将传统上复杂且手动的过程转变为高效的数字工作流程，Kodex 帮助组织加强合规性、提升安全性，并每年节省数百万美元的运营成本。我们架起了企业与授权请求者之间的桥梁，确保敏感数据以无妥协的安全性、透明度和效率进行处理。
**职位描述**
Kodex 正从 1000 万美元 ARR 扩展到 5000 万美元 ARR，并扩大我们的战略客户策略——在 AT&T、Coinbase、Stripe、OpenAI、Roblox 和 Discord 等主要客户中深入嵌入。该职位需要一位战略销售，能够负责一小部分高优先级的企业客户，直接与 CEO 合作制定客户策略，并随着销售团队的成长逐步走向领导岗位。
你将与我们当前的企业 AE 平等，但被赋予深入服务最重要客户的使命。你需要推广一个全新类别（Kodex 所处领域没有直接竞争对手），与 C 层买家（首席法务官、总法律顾问、法律副总裁、首席合规官）进行 3-4 个月的销售周期，并向这些尚未意识到需求的高级采购委员会教育他们。
如果你曾在大规模战略客户中建立并嵌入过销售体系，能在法律和合规高管面前展现真正的高管气质，并且是那种能现场解决问题而非照本宣科的销售，那么你就是理想人选。
**职责**
- **全流程负责战略客户** —— 从潜在客户挖掘、嵌入、扩展到成交，主导 Kodex 最大的企业交易（ACV 超过 25 万美元），涵盖信任与安全、金融犯罪、法律运营和合规领域。
- **战略客户嵌入** —— 深入超越一次性销售。在采购委员会内建立多线关系，逐步扩大我们的影响力，并成为 CLO / GC / 法律副总裁 / 首席合规官买家的可信赖顾问。
- **品类推广** —— Kodex 处于一个全新的品类。教育买家，与手动/法律流程进行差异化对比，并推动客户采用我们的解决方案。
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**About the company**
Kodex revolutionizes how organizations handle sensitive subpoenas and data requests from law enforcement and government agencies. Founded by a former FBI agent and backed by leading investors including Andreessen Horowitz, Y Combinator, Peak XV and Thiel Capital, Kodex has become the industry standard for secure data exchange. Our platform supports over 15,000 government agencies in 190 countries and is trusted by industry leaders like Coinbase, Stripe, and AT&T.
By transforming a traditionally complex and manual process into a streamlined digital workflow, Kodex helps organizations strengthen compliance, enhance security, and reduce operational costs by millions each year. We bridge the gap between companies and authorized requestors, ensuring that sensitive data is handled with uncompromising security, transparency, and efficiency.
**The Role**
Kodex is scaling from $10M to $50M ARR and expanding our strategic-account motion — embedding deeper across our biggest logos (AT&T, Coinbase, Stripe, OpenAI, Roblox, Discord). This role is for a strategic seller who can own a small book of high-priority enterprise accounts, work directly with the CEO on account strategy, and grow into leadership as Sales scales.
You’ll be a peer to our current Enterprise AEs, but with the mandate to go deeper on the accounts that matter most. You’ll evangelize a new category (there are no direct competitors in what Kodex does), navigate 3–4 month sales cycles with C-suite buyers — Chief Legal Officers, General Counsel, VPs of Legal, Chief Compliance Officers — and educate sophisticated buying committees on a category they didn’t know they needed.
You’re ideal if you’ve built and embedded into strategic accounts at scale, have real executive presence in front of legal and compliance executives, and are the kind of seller who solves problems on their feet rather than reading from a playbook.
**Responsibilities**
- **Own strategic accounts end-to-end** — Prospect, embed, expand, and close Kodex’s largest enterprise deals ($250K+ ACV) across Trust & Safety, FinCrime, Legal Ops, and Compliance.
- **Strategic account embedding** — Go deeper than a one-time sale. Build multi-threaded relationships across the buying committee, expand our footprint over time, and become a trusted advisor to CLO / GC / VP Legal / Chief Compliance Officer buyers.
- **Category evangelism** — Kodex operates in a new category. Educate buyers, differentiate against the manual/legacy status quo, and position Kodex as the modern standard.
- **Deal strategy with the CEO** — Work directly with leadership on the biggest deals. Bring account plans that leverage founder-level relationships when it moves the needle.
- **Cross-functional coordination** — Partner with Marketing, Product, and Customer Success on account plays, expansion signals, and market feedback.
- **Pipeline management** — Maintain an accurate and healthy strategic pipeline in HubSpot. Report forecasts and deal stages with rigor and transparency.
**What You Bring**
- **5+ years enterprise SaaS AE experience** at $100K+ ACV, with proven Named Accounts or Strategic tier work.
- **Executive presence with legal buyers** — instant credibility with CLO, GC, VP Legal, Chief Compliance Officer. You can walk into a room of lawyers and command it.
- **Category-creation chops** — you’ve sold digital transformation, AI-native infrastructure, compliance tech, or another new category to F500 buyers. Comfortable educating an org, not selling into an RFP bake-off.
- **Consultative selling** — problem-solving mindset, long-term value creation, and comfort running 3–4 month sales cycles with multiple stakeholders.
- **Thinks on their feet** — solves problems in real time; not a candidate who relies on pre-scripted answers.
- **Startup fit** — comfortable with ambiguity, iteration, and being scrappy. **“CEO of your own accounts.”**
- **Location** — Boston or greater New England metro preferred (in-person client meetings, East Coast relationships). Other East Coast US considered for exceptional profiles.
- **Tech-Savvy** — Salesforce, HubSpot, and modern sales tooling (Clay, LI Sales Nav, Outreach, etc.).
**Big Pluses**
- **BCG-style management consulting or founder background** — brings strategic thinking and executive comfort without a big-co sales playbook.
- **Sales Engineer background** with proven ability to sell non-robotically — technical depth without the script.
- Prior time at Plaid, Stripe, Merge, AlphaSense, Snowflake, Confluent, Datadog, LaunchDarkly, Retool, or similar vertical SaaS / API-first / platform companies.
- Deep relationships in Trust & Safety, FinCrime, Legal Ops, or Compliance at enterprise scale.
- MCP / managed services domain knowledge.
- Team-lead or player-coach experience — this role has a clear path to leadership as Sales scales.
**Benefits**
- **Remote-first** within the U.S.
- **Offsites** in exciting locations. Past trips include Seattle, Miami, Nashville, and San Francisco.
- **Competitive salary** and **meaningful equity**
- **Unlimited PTO** plus 14 company holidays
- **Comprehensive medical, dental, and vision plans**
- **401(k)** retirement plan
- **Dynamic Environment** — Work on impactful, high-priority matters with opportunities for professional growth.
If you’re ready to own strategic accounts at a rapidly scaling Series A company shaping a brand-new category, we’d love to talk.
**Equal Employment Opportunities at the Company**
Kodex is committed to hiring talented and qualified individuals with diverse backgrounds for all of its tech, non-tech, and leadership roles. Kodex believes that the gathering and celebration of unique backgrounds, qualities, and cultures enriches the workplace.