Founding Strategic Account Manager

Terminal•Toronto, ON

4d•CA$220,000 - CA$260,000•Onsite

About The Position

Terminal builds telematics data infrastructure for the commercial fleet industry. Commercial auto insurers and fleet software companies, including industry leaders like Intact Insurance, depend on our platform to access GPS, speeding, and vehicle data from 330+ telematics providers. We recently raised our Series A led by Battery Ventures and are backed by Y Combinator, Golden Ventures, Penske Transportation Solutions, and Intact Private Capital. Our team works together in person in Toronto, combining early-stage speed with late-stage maturity while processing many terabytes of vehicle data every day. Post-sales at Terminal is NOT a support function - it is our primary growth engine. Our model compounds through the retention and expansion of existing customers, not through new logos, which makes this role the commercial engine of the company’s growth. We’re hiring our first Strategic Account Manager to own the commercial outcome: scaling, expansion and renewal inside Terminal’s enterprise accounts. You won’t inherit an account-planning system or an expansion motion; rather, you’ll have the opportunity to build them. Working in a dedicated pod with a Customer Success Manager and a Customer Engineer, you own the executive relationship, the account plan, and the value, and you build the system that every Strategic Account Manager after you will inherit. You own the number. In a high-net-dollar-retention business, that means running a disciplined scaling and expansion motion rather than hoping happy customers will grow: a documented thesis, a named budget owner, and realistic timing for every enterprise account in your portfolio. You lead the pod commercially and hold the executive relationship. You report to the COO, and the CEO reviews and countersigns commercials while you ramp. This is a senior, high-accountability role: we’re hiring someone who has owned enterprise scaling, expansion and renewal portfolios specifically, not something adjacent.

Requirements

Owned enterprise renewal and expansion portfolios ($1M+) at a technical product company: data infrastructure, developer platforms, or similar, not a horizontal SaaS tool — and can point to the expansion ARR and NDR you drove.
Can hold a commercial conversation with a Fortune 500 VP of Technology without the CEO in the room: land the value, frame the price, and negotiate the order form.
Run a disciplined expansion motion, not an opportunistic one: documented thesis, named budget owner, realistic timing. “The customer seems happy and might expand” is not a forecast to you.
Understand data pipelines and API products well enough to tie a commercial expansion to a real technical use case, and to know when the CE needs to be in the room. You don’t need to build them.
A high-urgency operator: you set the commercial drumbeat, manage the renewal runway early, and hold the executive relationship through change.
Toronto/GTA-based candidates.

Nice To Haves

Domain exposure to telematics, fleet, insurance, or logistics.
You’ve built or operated a structured account-planning or expansion-forecast system and have opinions about what makes one work. You know the difference between a forecast and a hope.
Experience at companies like Snowflake, Databricks, Twilio, Stripe, Segment, or Fivetran — the right peer group.

Responsibilities

Own the number: renewal and expansion forecast for every account, and the account plan that gets you there. The pod’s commercial accountability sits here and only here.
Own executive relationships: the exec sponsor relationship, the stakeholder map, and the renewal runway surfaced and worked long before the commercial conversation.
Own pricing proposals and order-form negotiation: you apply Terminal’s pricing framework to real deals and lead the negotiation to signature.
Own the number: scaling, expansion and renewal forecast for every assigned account, and build and maintain the account plan from day one; the commercial system of record.
Run the structured scaling and expansion motions every four weeks per enterprise account: line-of-sight use cases, unlock conditions, realistic timing, and the budget owner on the customer side.
Lead pricing proposals and order form negotiations; escalate non-standard terms to the COO and CEO when needed.
Hold the executive relationship: bi-weekly/Monthly executive check-ins, and a stakeholder map you re-map within 10 days of any champion departure.
Activate the 180-day renewal runway the moment risk signals appear, including champion change, competitive evaluation, and sustained under-utilization, rather than running a 90-day scramble.
Build the renewal and expansion strategy into the account plan 6 months before each renewal date.
As the first SAM, co-author the account-plan template and the expansion forecast model alongside the COO in your first 90 days.
Establish the commercial workflow that every future SAM inherits: renewal dates, expansion pipeline, stakeholder maps, and pricing exceptions.
Build the system that every Strategic Account Manager hired after you inherits.