Technical Account Managers are the primary contact for Varonis customers and the first line of defense for data. All Varonis employees are Customer Success and Technical Account Managers are the tip of the spear. Technical Account Managers provide onboarding and proactive on-going value and support to Varonis customers. To be a successful Technical Account Manager you must be a motivated self-starter, be committed to on-going self-development and education and possess strong technical acumen and customer service skills.

Responsibilities:
Ensure customer success and value of Varonis solution during the post-sales customer lifecycle.
Lead onboarding, adoption, enablement, and operationalization of Varonis solutions.
Serve as the primary point of contact and technical advisor for assigned customers.
Drive measurable customer outcomes from Varonis solutions.
Conduct regular customer success reviews, Quarterly Business Reviews (QBRs), and risk assessments.
Build strong relationships with customers stakeholders, security teams, platform owners, and executive leadership.
Work in strong cooperation with Varonis Sales, Professional Services, Support, and Product teams to ensure customer success.
Proactively identify adoption gaps, technical risks, and customer health issues, and drive remediation plans.
Maintain deep expertise in Varonis technologies, security trends, cloud platforms, and AI-related security challenges.

As Strategic Account Executive for Defense, you will lead our business relationship with a portfolio of Israel's most strategic defense customers. You will work directly with executive decision makers, lead a cross-functional team of sales, technical, and services professionals, and shape multi-year technology roadmaps in an environment where trust, discretion, and technical depth matter as much as commercial acumen.

Responsibilities
Own the account strategy. Define and execute a multi-year strategy for your accounts, anchored in each customer's mission and business outcomes. Own the account plan, revenue targets, and executive relationship map.
Build executive relationships. Establish and sustain trusted advisor relationships with senior leadership across the defense sector, and represent the customer's interests within us.
Own the pipeline end to end. Drive pipeline generation, qualification, forecast accuracy, and win rates. Lead a virtual team spanning solution sales, technical specialists, professional services, and partners to build and close complex opportunities.
Drive cloud, AI, and security adoption. Lead strategic conversations on AI, data, and cybersecurity, and translate them into committed technology programs with measurable business impact and sustained platform growth.
Lead complex commercial negotiations. Own large-scale enterprise agreements, contract renewals, and multi-year commitments - structuring deals with commercial rigor and securing executive sponsorship on both sides.
Operate with discipline and integrity. Maintain accurate pipeline and forecast data in CRM, and operate in full compliance with corporate governance, export control, and public sector procurement requirements - a critical requirement in the defense environment.
Keep growing. Continuously develop your commercial and technical expertise, adopt AI-based sales tools, and raise the bar for deal quality across the team.

we are a rapidly growing, award-winning B2B tech unicorn with an ambitious mission to revolutionize the payroll & payments industry. With over $400M raised from multiple tier-one investors, our innovative technology provides a comprehensive solution for managing global workforces, encompassing everything from hiring and onboarding to managing and paying employees in over 160 countries.
The Account Manager is a key player responsible for nurturing and growing client relationships within our enterprise-level accounts. Collaborating with the Account Management Regional Lead, you'll drive revenue generation, manage partnerships, and contribute to RFPs. The ideal candidate leverages AI-powered workflows and automations to enhance customer engagement, streamline account management activities, and improve operational efficiency.
Responsibilities:
Build and maintain strong client relationships by understanding their unique needs and objectives, managing overall partnerships, and addressing escalations with internal teams to ensure SLAs are met.
Drive revenue growth by identifying opportunities for upselling and cross-selling within client accounts. Collaborate with the Regional Lead and internal teams to develop and execute amendments supporting new solutions.
Ensure exceptional service delivery by meeting and exceeding client expectations, promptly addressing and resolving issues, and conducting regular partnership calls to understand clients' business needs and future plans.
Collaborate with the Regional Lead and stakeholders to support RFPs and RFIs, contributing to the development of compelling proposals showcasing the company's value proposition, and participating in RFP interviews with the Sales team.
Strive to achieve individual and team KPIs as defined by the organization, continuously monitor progress, and take corrective actions when necessary. Ensure alignment with the Service Delivery team and address issues proactively.
Optimize client interactions and sales strategies by utilizing playbooks and processes. Provide valuable feedback and suggestions for process improvements based on real-world client experiences.
Leverage AI-powered workflows and no/low-code automations to streamline account planning, customer communications, reporting, opportunity identification, and account management processes, improving both team efficiency and customer experience.

we are looking for a Founding Enterprise Account Executive (US market)
What you'll own

Close new-logo enterprise deals in the US, from first call to signature.
Run full-cycle discovery, demo, business case, security review, and negotiation.
Sell into and around Salesforce field-sales orgs - the whole value prop is Salesforce-shaped.
Multi-thread across the buying committee: VP Sales, Sales Ops, RevOps, IT/Security, procurement, finance.
Build the repeatable motion - objection library, deal stages, MEDDIC discipline - alongside the CRO.
Keep your own CRM clean. (Yes, we hear the irony.)
Partner closely with Product and Customer Success to shape customer feedback into product improvements.
Build executive relationships with senior stakeholders across customer organizations.