Arkose Labs
Enterprise Account Manager - Amazon & Microsoft
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Enterprise Account Manager - Amazon & Microsoft
role at
Arkose Labs
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
Key Responsibilities Strategic Account Ownership
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
Account Growth & Expansion
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
Complex Deal Management
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
Executive Relationship Building
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
Required Qualifications Microsoft/Amazon Experience (Critical)
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
Preferred Qualifications
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
Why 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 emphasizes technological innovation and the pursuit of excellence, ensuring a balanced and thriving work environment.
Experienced Leadership: Guided by seasoned executives with deep tech expertise and a history of successful growth and equity events.
Ideal Size: We’re structured to be agile and adaptable, large enough to provide stability, yet small enough to value your voice and ideas.
We Value
People: first and foremost they are our most valuable resource. Our people are independent thinkers who make data driven decisions and take ownership and accountability in all the things they do.
Team Work: We demonstrate respect, trust, integrity, and communicate openly with a positive can do attitude and constructively challenge one another.
Customer Focus: We empathize with our customers and obsess about solving their problems.
Execution with precision, professionalism and urgency.
Security: It’s the lens through which we implement our processes, procedures, and programs.
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
Equal Opportunity Employment Arkose Labs is an Equal Opportunity Employer that makes employment decisions without regard to race, color, religious creed, national origin, ancestry, sex, pregnancy, sexual orientation, gender, gender identity, gender expression, age, mental or physical disability, medical condition, military or veteran status, citizenship, marital status, genetic information, or any other characteristic protected by applicable law. In addition, Arkose Labs will provide reasonable accommodations for qualified individuals with disabilities.
Compensation The anticipated total OTE is $230,000.00 to $250,000.00. Equity and benefits may be provided as part of the compensation package, depending on the position offered. Not all candidates will be eligible for the upper end of the salary range. The exact salary will ultimately depend on multiple factors, which may include the successful candidate’s skills, experience, and other qualifications as well as the candidate’s location of residence. In addition to base salary, some roles may be eligible for a variable bonus based on a combination of company performance, employee performance, and management discretion.
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Enterprise Account Manager - Amazon & Microsoft
role at
Arkose Labs
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
Key Responsibilities Strategic Account Ownership
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
Account Growth & Expansion
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
Complex Deal Management
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
Executive Relationship Building
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
Required Qualifications Microsoft/Amazon Experience (Critical)
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
Preferred Qualifications
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
Why 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 emphasizes technological innovation and the pursuit of excellence, ensuring a balanced and thriving work environment.
Experienced Leadership: Guided by seasoned executives with deep tech expertise and a history of successful growth and equity events.
Ideal Size: We’re structured to be agile and adaptable, large enough to provide stability, yet small enough to value your voice and ideas.
We Value
People: first and foremost they are our most valuable resource. Our people are independent thinkers who make data driven decisions and take ownership and accountability in all the things they do.
Team Work: We demonstrate respect, trust, integrity, and communicate openly with a positive can do attitude and constructively challenge one another.
Customer Focus: We empathize with our customers and obsess about solving their problems.
Execution with precision, professionalism and urgency.
Security: It’s the lens through which we implement our processes, procedures, and programs.
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
Equal Opportunity Employment Arkose Labs is an Equal Opportunity Employer that makes employment decisions without regard to race, color, religious creed, national origin, ancestry, sex, pregnancy, sexual orientation, gender, gender identity, gender expression, age, mental or physical disability, medical condition, military or veteran status, citizenship, marital status, genetic information, or any other characteristic protected by applicable law. In addition, Arkose Labs will provide reasonable accommodations for qualified individuals with disabilities.
Compensation The anticipated total OTE is $230,000.00 to $250,000.00. Equity and benefits may be provided as part of the compensation package, depending on the position offered. Not all candidates will be eligible for the upper end of the salary range. The exact salary will ultimately depend on multiple factors, which may include the successful candidate’s skills, experience, and other qualifications as well as the candidate’s location of residence. In addition to base salary, some roles may be eligible for a variable bonus based on a combination of company performance, employee performance, and management discretion.
#J-18808-Ljbffr