Enterprise Account Manager - Amazon & Microsoft

Enterprise Account Manager - Amazon & Microsoft

Seattle, Washington

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.

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

• 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

• 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

• 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

At Arkose Labs, our technology-driven approach enables us to make a substantial impact in the industry, supported by a robust customer base consisting of global enterprise giants such as Microsoft, Roblox, and more. We’re not just a company; we’re a collaborative ecosystem where you will actively partner with these influential brands, tackling the most demanding technical challenges to safeguard hundreds of millions of users across the globe.

Why do top tech professionals choose Arkose Labs?

• Cutting-Edge Technology:
  Our high-efficacy solutions, backed by solid warranties, attract leading, global enterprise clients.
• Innovation and Excellence:
  We foster a culture that…