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Remedio is an autonomous remediation platform that helps enterprises reduce cyber risk by fixing vulnerabilities, misconfigurations, and compliance gaps across endpoints, servers, applications, and AI systems. Founded in 2019 and backed by a $65M Series A from Bessemer Venture Partners, Remedio serves over 300 enterprise customers including Amazon, Coca-Cola, and Colgate-Palmolive, protecting more than 3M devices worldwide.
You will own a strategic book of 8–12 of Remedio's largest customers, representing $3.5M+ in ARR. These are global enterprises with complex environments, multiple buying centers, and executive stakeholders who expect a true partner. As the senior owner of each relationship, you will:
• Build and maintain trusted relationships with CISOs, CIOs, and IT/security leadership, multi-threading across IT operations, infrastructure, risk, compliance, and procurement.
• Develop joint, multi-year success plans tied to each customer's business outcomes, reviewed quarterly with the account team and Remedio leadership.
• Lead the account team—TAMs, Sales, Solutions Engineers, and executive sponsors—to ensure the customer sees one unified Remedio.
• Identify and drive expansion opportunities across business units, regions, devices, and platform capabilities; open new buying centers and build business cases for funded growth.
• Own complex, multi-year renewals involving procurement, legal, and channel partners, using MEDDPICC methodology starting 180 days out.
• Conduct executive business reviews that quantify exposure eliminated, operational time returned, and ROI against customer goals.
• Handle escalations with steady judgment, bringing in the right resources and preserving executive relationships.
• Maintain forecast accuracy in the CRM, call renewals and expansion precisely, and flag risk early with recovery plans.
• Mentor CSMs, contribute to CS playbooks, bring strategic customer feedback to Product, and help build the customer advisory board and reference program.
You will be accountable for gross revenue retention (GRR), net revenue retention (NRR), and early renewals across your book. At this scale, a single account can move company retention metrics.
In your first 30 days, you'll get up to speed on the platform and buyers, meet executive sponsors and key stakeholders at each account, build stakeholder maps, and assess adoption, risk, and whitespace. By day 90, you'll have strategic account plans for every account (reviewed with leadership), executive business reviews delivered or scheduled, renewals staged against playbook, and expansion pipeline qualified.
Travel is up to 20%, including onsite visits with largest customers at least once yearly for executive business reviews, attendance at major industry events (RSAC, Fal.Con, Black Hat), and the annual Sales Kickoff.
REQUIREMENTS:
• 7+ years in Customer Success, Account Management, or enterprise sales at a B2B SaaS company, with at least 3 years owning strategic, Fortune 500, or Global 2000 accounts.
• Proven track record of growing large accounts through multi-year renewals and significant expansion, with quantifiable results.
• Executive presence: credible in rooms with CISOs and CIOs; comfortable delivering candid, necessary feedback.
• Domain depth in vulnerability management, exposure management, patch management, or endpoint management.
• Experience building account plans and multi-threading across large, matrixed, often global organizations.
• Mastery of a structured sales methodology (Remedio uses MEDDPICC) and forecast discipline to support it.
• Startup or high-growth mindset: urgency, self-direction, and energy for building something new.
NICE TO HAVE:
• Built or scaled a strategic or enterprise CS motion.
• Mentored or led CSMs.
• Worked with global system integrators, resellers, and MSSPs on enterprise renewals.
• Run customer advisory boards or reference programs.
• Knowledge of endpoint security, EDR/XDR, or exposure management ecosystems.
