Strategic Account Manager

Title: Strategic Account Manager

Location: Los Angeles, CA (minimal travel ~4x per year)

The Company

Throne is a high-growth Series A startup on a mission to meaningfully expand access to clean and delightful bathrooms-and they're growing fast. With flagship customers like the District of Columbia, Caltrain, and LA Metro, they're on track to 5x ARR this year, making this a pivotal moment for the brand.

Why This Role is Exciting

• Founding hire impact: As the first dedicated Strategic Account Manager, you will design and shape the customer success function from the ground up, leaving your imprint on Throne's relationship-building strategy for years to come.
• Transformative mission: You'll be helping cities tackle a critical public infrastructure challenge, improving accessibility and inclusivity in public spaces through innovative bathroom technology.
• High-value relationships: Manage Throne's flagship $21.8M LA Metro contract and other key government partnerships, working directly with decision-makers who influence public infrastructure.
• Rapid growth trajectory: With Throne projected to grow from $8M to $20M+ in annual revenue by 2026, this is an exciting opportunity to scale with the company and potentially build an account management team.
• Cross-functional collaboration: Collaborate closely with operations, sales, and marketing teams to ensure customer success and gain visibility across the entire organization.

Responsibilities

As the Strategic Account Manager, you will be responsible for building and managing relationships with Throne's key customers while driving retention and expansion within existing accounts. Your tasks will include:

• Establishing Throne's account management framework and designing the customer success strategy across various customer tiers.
• Creating a playbook for onboarding, regular touch points, and expansion conversations.
• Developing the tools and processes to scale the customer success function as Throne's customer base grows.
• Cultivating and growing strategic relationships, including managing large accounts ($1M+ ARR).
• Co-managing flagship accounts like LA Metro alongside executive leadership.
• Managing smaller accounts with light-touch account management as the team grows.
• Achieving a 90% renewal rate and 25% expansion targets within existing accounts.
• Identifying and executing cross-selling opportunities to increase deployments within customer contracts.
• Conducting structured onboarding for new customers and delivering performance reports and business reviews with Tier A and B customers.
• Coordinating with cross-functional teams to support customers' needs and serve as a customer advocate within Throne.

Is This You?

• 5+ years of account management experience, ideally with government or enterprise customers.
• Proven track record of meeting or exceeding retention and expansion targets.
• Experience navigating complex procurement processes and managing contract renewals.
• Ability to build relationships with multiple stakeholders across customer organizations.
• Strong communication skills with the ability to simplify complex concepts for diverse audiences.
• Adaptable, strategic thinker who can balance immediate needs with long-term account strategy.
• Self-starter mentality, thriving as the founding member of a critical function.
• Experience with B2G (business-to-government) sales or account management is a significant plus.

Education/Experience

• Bachelor's degree or equivalent experience in a related field is preferred.