Enterprise Account Manager - Amazon & Microsoft

Arkose Labs•Seattle, WA

34d•$230,000 - $250,000•Hybrid

About The Position

The mission of Arkose Labs is to create an online environment where all consumers are protected from online spam and abuse. Recognized by G2 as the 2025 Leader in Bot Detection and Mitigation, with the highest score in customer satisfaction and largest market presence four quarters running, Arkose Labs offers the world's first $1M warranties for credential stuffing and SMS toll fraud. With 20% of our customers being Fortune 500 companies, our AI-powered platform combines powerful risk assessments with dynamic threat response to undermine the strategy of attack, all while improving good user throughput. Headquartered in San Mateo, CA, with employees in London, Costa Rica, Australia, Spain, India, and Argentina. Arkose Labs protects enterprises from cybercrime and abuse. Role Overview As an Enterprise Account Manager at Arkose Labs, you will own the expansion strategy for our two most strategic accounts: Microsoft and Amazon. This role focuses on driving revenue growth across multiple business units within these Fortune 500 technology leaders as they protect themselves from sophisticated fraud and bot attacks. You'll navigate highly complex, technical sales cycles while partnering cross-functionally to deliver exceptional outcomes. Location Requirement: Seattle, Washington

Requirements

Direct experience selling into Microsoft and/or Amazon organizations
Deep understanding of how these companies buy, evaluate vendors, and make decisions
Existing relationships within Microsoft and/or Amazon strongly preferred
Knowledge of organizational structure, key stakeholders, and decision-making processes

Nice To Haves

Experience selling to CISOs, fraud teams, or security organizations
Background in SaaS or technical security solutions
Knowledge of MEDDPIC, Command of the Message, or similar methodologies

Responsibilities

Own and execute expansion strategy for Microsoft and Amazon accounts
Build deep relationships across multiple business units, divisions, and geographies within each organization
Develop multi-year strategic account plans targeting 30%+ net revenue retention
Identify and prioritize highest-value expansion opportunities across vast organizational structures
Drive enterprise-wide platform adoption across Azure, AWS, and other business units
Identify and close upsell, cross-sell, and multi-product opportunities
Expand from initial deployments to company-wide implementations
Navigate complex organizational structures to find new stakeholders and use cases
Orchestrate sophisticated sales cycles involving multiple stakeholders, business units, and decision makers
Navigate enterprise procurement processes, security reviews, and legal negotiations unique to Microsoft and Amazon
Lead commercial discussions including pricing, contract structuring, and ROI justification
Partner with Solutions Engineering, Product, Legal, and Customer Success to advance deals
Develop and maintain C-level relationships with security, fraud, and business unit executives
Understand strategic initiatives across different divisions (Azure, AWS, retail, cloud services, etc.)
Position Arkose as a strategic partner solving critical business problems
Conduct Executive Business Reviews demonstrating measurable business impact and ROI

Benefits

Competitive salary + Equity
401k plan
Robust benefits package- 85% medical, dental, vision coverage for employees and 75% for dependents
Flexible PTO
Life insurance coverage
Short and Long Term Disability Insurance paid by the company
Generous nationwide parental leave policy
Amazing discounts program
Wellbeing package including mental health and gym discounts
Flexible working hours to support personal well-being and mental health
Employee Assistance Program