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About the Role
As the first Strategic Account Manager, you will own the commercial outcome for scaling, expansion, and renewal within Terminal’s enterprise accounts. This role is crucial for the company's growth, as post-sales is the primary growth engine through customer retention and expansion. You will build the systems and processes that future Strategic Account Managers will inherit, owning the executive relationship, account plan, and commercial success.
Responsibilities
- Own the scaling, expansion, and renewal forecast for every assigned account, and build and maintain the account plan.
- Run structured scaling and expansion motions every four weeks per enterprise account, identifying use cases, unlock conditions, realistic timing, and customer budget owners.
- Lead pricing proposals and order form negotiations, escalating non-standard terms when needed.
- Hold the executive relationship through regular check-ins and maintain an up-to-date stakeholder map.
- Activate the renewal runway early, addressing risk signals like champion change, competitive evaluation, or under-utilization.
- Build the renewal and expansion strategy into the account plan six months before each renewal date.
- Co-author the account-plan template and expansion forecast model.
- Establish the commercial workflow for future SAMs, including renewal dates, expansion pipeline, stakeholder maps, and pricing exceptions.
Requirements
- Owned enterprise renewal and expansion portfolios ($1M+) at a technical product company (data infrastructure, developer platforms, or similar).
- Ability to hold a commercial conversation with a Fortune 500 VP of Technology independently.
- Experience running a disciplined expansion motion with a documented thesis, named budget owner, and realistic timing.
- Understanding of data pipelines and API products to tie commercial expansion to technical use cases.
- High-urgency operator who sets the commercial drumbeat, manages the renewal runway early, and holds executive relationships through change.
- Domain exposure to telematics, fleet, insurance, or logistics is a plus.
- Experience building or operating a structured account-planning or expansion-forecast system is a plus.
- Experience at companies like Snowflake, Databricks, Twilio, Stripe, Segment, or Fivetran is a plus.
Skills
- Account Planning
- Expansion Forecasting
- Negotiation
- Executive Relationship Management
- Commercial Strategy
- Pipeline Management
- Data Pipelines
- API Products
Location
- Toronto, Ontario, Canada
Work Type
- In-person
- Full-time
Experience Level
- Senior
Salary/Compensations
- $220,000-$260,000 on-target earnings
Benefits
- Meaningful equity
- Brand new MacBook and computer equipment
- Top-tier health/dental benefits
- Flexible healthcare spending account
- Personal spending account for professional development, fitness and wellness
- Four weeks paid time off + statutory holidays
About the Company
- Terminal builds telematics data infrastructure for the commercial fleet industry, serving commercial auto insurers and fleet software companies.
- The company is backed by Y Combinator, Battery Ventures, Golden Ventures, Penske Transportation Solutions, and Intact Private Capital.
- The team works together in person in Toronto, processing many terabytes of vehicle data daily.
Equal Opportunity
- Terminal is committed to an accessible hiring process. If you need an accommodation at any stage — applying, interviewing, or completing an assessment — email careers@withterminal.com and we will work with you to meet your needs. Accommodations are available under the Accessibility for Ontarians with Disabilities Act (AODA) and the Ontario Human Rights Code, and requesting one will never affect how your application is considered.