Strategic Account Manager

AirOps•San Francisco, CA

About The Position

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 found—and 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. We're hiring our first Strategic Account Manager to build that function from scratch. No inherited playbook, no coverage model, no ticket queue. You'll own a book of 6-10 enterprise accounts at $48K-$200K+ ARR, build the SAM motion at AirOps, and be the person those customers rely on when the category shifts under their feet. The job is to retain and grow - and you'll have the latitude and exec access to do it the right way.

Requirements

You've owned a book of enterprise accounts at $100K+ ARR each and can name the NRR you drove. Not renewal support - commercial ownership, including at least one expansion you closed without being asked.
You've built a CS or account management function, not just worked in one. You can point to a playbook, a cadence structure, or a handoff process that exists because of you.
You hold the room with a VP or CMO without a technical co-pilot. You've challenged executive thinking, brought hard news, and been seen as an advisor rather than a vendor.
You think in outcomes, not activities. When you describe success, you talk about NRR, expansion ARR, and accounts saved - not meetings run or CSAT scores.

Nice To Haves

Strong track record of high performance at a tier 1 consulting firm
You know SEO and AEO well enough to develop a credible organic strategy with a marketing exec. You understand how AI search is changing the game for our customers' businesses.
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

Responsibilities

The full strategic relationship for your book. NRR, renewals, expansions, and commercial conversations. Not as a support function - as the embedded advisor who shapes how each account uses AirOps to win.
SEO and AEO strategy for each account. Build living organic roadmaps - keyword ownership, citation gap analysis, content strategy, AI search optimization - tailored to each customer's market and goals.
Executive relationships at VP and CMO level. Multi-thread into each account to prevent single-champion risk. Be the person their leadership team calls when they want to understand where AI search is going.
Proactive feature adoption. Map new AirOps releases to specific customer goals before they find them independently. Bring the product to the customer, not the other way around.
The SAM function itself. There's no playbook because you're writing it - the handoff protocol, the QBR cadence, the health monitoring motion, the expansion triggers. What you build here is what scales.