Strategic Account Manager
AirOps, San Francisco, CA, United States
Strategic Account Manager AirOps is the first end-to-end content engineering platform built for the AI era. In a world where discovery is shifting from traditional search to AI-driven platforms, we help brands get foundand stay found. We are currently in a phase of hyper-growth, having 5x'd our revenue in the last year by helping marketing teams at Ramp, Chime, Carta, and Rippling turn content quality into a durable competitive advantage.
Our platform equips marketers to navigate the new discovery landscape, prioritize high-impact opportunities, and create accurate, on-brand content that earns citations from AI and trust from humans. Backed by Greylock, Unusual Ventures, Wing VC, and Founder Collective, we are building the intelligent systems that will empower the next generation of marketing leaders. AirOps is headquartered in San Francisco, New York, and Montevideo.
About the Role We're hiring our first Strategic Account Managera rare chance to build a category-defining account motion from day one. You won't inherit a playbook or a ticket queue; you'll set the model, the cadence, and the standards for what "world-class" looks like at AirOps.
You'll own a focused book of 610 enterprise customers, partnering directly with VP/CMO-level leaders to drive renewals, expansions, and outcomes that make their teams the heroes of the AI search era.
This is a high-trust role with real latitude and direct access to leadership: if you've been looking for a seat where you can run the number and build the system that scales, this is it.
What You'll Own Executive relationships at VP and CMO level: multithread into each account to prevent single-champion risk and be the person their leadership team calls when they want to understand where AI search is going
The full strategic relationship for your book: NRR, renewals, expansions, and commercial conversationsnot as a support function, but as the embedded advisor who shapes how each account uses AirOps to win
SEO and AEO strategy for each account: build living organic roadmaps covering keyword ownership, citation gap analysis, content strategy, and AI search optimization tailored to each customer's market and goals
Proactive feature adoption: map new AirOps releases to specific customer goals before they find them independentlybring the product to the customer, not the other way around
The SAM function itself: write the playbookhandoff protocol, QBR cadence, health monitoring motion, expansion triggers. What you build here is what scales
What You'll Bring Owned a book of enterprise accounts at $100K+ ARR each and can name the NRR you drovecommercial ownership, including at least one expansion you closed without being asked
Built a CS or account management function, not just worked in oneyou can point to a playbook, cadence structure, or handoff process that exists because of you
Hold the room with a VP or CMO without a technical co-pilotyou have challenged executive thinking, delivered hard news, and been seen as an advisor rather than a vendor
Think in outcomes, not activities: when you describe success, you talk about NRR, expansion ARR, and accounts savednot meetings run or CSAT scores
Nice to Haves Strong understanding of SEO and AEOable to develop a credible organic strategy directly with a marketing exec
Experience at an AI-native company or through a major platform shift
Multi-stakeholder account management: agency relationships, embedded partner models, or managing through internal champions
Our Guiding Principles Extreme Ownership
Quality
Curiosity and Play
Make Our Customers Heroes
Respectful Candor
Benefits Equity in a fast-growing startup
Competitive benefits package tailored to your location
Flexible time off policy
Parental Leave
A fun-loving and (just a bit) nerdy team that loves to move fast!
Our platform equips marketers to navigate the new discovery landscape, prioritize high-impact opportunities, and create accurate, on-brand content that earns citations from AI and trust from humans. Backed by Greylock, Unusual Ventures, Wing VC, and Founder Collective, we are building the intelligent systems that will empower the next generation of marketing leaders. AirOps is headquartered in San Francisco, New York, and Montevideo.
About the Role We're hiring our first Strategic Account Managera rare chance to build a category-defining account motion from day one. You won't inherit a playbook or a ticket queue; you'll set the model, the cadence, and the standards for what "world-class" looks like at AirOps.
You'll own a focused book of 610 enterprise customers, partnering directly with VP/CMO-level leaders to drive renewals, expansions, and outcomes that make their teams the heroes of the AI search era.
This is a high-trust role with real latitude and direct access to leadership: if you've been looking for a seat where you can run the number and build the system that scales, this is it.
What You'll Own Executive relationships at VP and CMO level: multithread into each account to prevent single-champion risk and be the person their leadership team calls when they want to understand where AI search is going
The full strategic relationship for your book: NRR, renewals, expansions, and commercial conversationsnot as a support function, but as the embedded advisor who shapes how each account uses AirOps to win
SEO and AEO strategy for each account: build living organic roadmaps covering keyword ownership, citation gap analysis, content strategy, and AI search optimization tailored to each customer's market and goals
Proactive feature adoption: map new AirOps releases to specific customer goals before they find them independentlybring the product to the customer, not the other way around
The SAM function itself: write the playbookhandoff protocol, QBR cadence, health monitoring motion, expansion triggers. What you build here is what scales
What You'll Bring Owned a book of enterprise accounts at $100K+ ARR each and can name the NRR you drovecommercial ownership, including at least one expansion you closed without being asked
Built a CS or account management function, not just worked in oneyou can point to a playbook, cadence structure, or handoff process that exists because of you
Hold the room with a VP or CMO without a technical co-pilotyou have challenged executive thinking, delivered hard news, and been seen as an advisor rather than a vendor
Think in outcomes, not activities: when you describe success, you talk about NRR, expansion ARR, and accounts savednot meetings run or CSAT scores
Nice to Haves Strong understanding of SEO and AEOable to develop a credible organic strategy directly with a marketing exec
Experience at an AI-native company or through a major platform shift
Multi-stakeholder account management: agency relationships, embedded partner models, or managing through internal champions
Our Guiding Principles Extreme Ownership
Quality
Curiosity and Play
Make Our Customers Heroes
Respectful Candor
Benefits Equity in a fast-growing startup
Competitive benefits package tailored to your location
Flexible time off policy
Parental Leave
A fun-loving and (just a bit) nerdy team that loves to move fast!