Technical Account Manager - EMEA

Technical Account Manager - EMEA

If you’re passionate about empowering customers and helping them excel in securing their environments, this role offers an exciting opportunity to be at the frontlines of customer satisfaction and success.

Responsibilities

• Serve as a dedicated Technical Advisor and trusted technical partner, focusing on proactive execution, deep knowledge of the customer environment, priorities, and success criteria to guide ongoing platform optimization.
• Jointly define outcome-driven operational plans aligned to security and business objectives, including clear, measurable outcomes, with ongoing validation to ensure those outcomes are delivered and producing real value.
• Develop mutual action plans with customers to advance time-to-value and then to progress them through the Customer Journey toward each level of product maturity.
• Identify and prioritize high-impact platform use cases, provide hands-on guidance to move them into production, and continuously optimize to expand coverage, effectiveness, and business impact.
• Proactively brief customers on new platform capabilities, guide the adoption of MCP and AI-driven features, and deliver enablement sessions tailored to technical maturity. The focus is on turning new features into practical, usable outcomes—not shelfware.
• Deliver best-practice recommendations based on customer architecture and usage, alignment with the product roadmap, and early identification of risks, gaps, or optimization opportunities to keep your deployment running at peak effectiveness.
• Articulate and train customers in Salt’s industry-leading best practices. Contribute to customer success knowledge gathering and methodologies.
• Standardized success reporting provides clear visibility into operationalized use cases, feature adoption, and progress across MCP and AI capabilities. These reports act as a shared source of truth between your team and ours. Development of reporting requirements and board of director content.
• Partner with Sales and SEs to deliver Quarterly Business Reviews (QBRs) to customers.
• Provide a roadmap to guide customer compliance and application security teams to develop their own API Security Standards program, establishing a baseline security framework around security requirements that protect APIs throughout their lifecycle.
• Leverage your deep technical and product knowledge with the understanding of customer needs to educate your customers on API security and mature your customers’ use cases.
• Own a high-value book of business. Support your customers in getting deployed and guide your customers post technical implementation to ensure they continue to accomplish progressively high value from Salt. Be your customers’ trusted partner in securing their APIs.
• Manage customer relationships from customer users/operators to executive stakeholders.
• Demonstrate and amplify the Salt value to the senior customer stakeholders.
• Skillfully explain network security, the API ecosystem, AppSec, WAFs, RASPs, or similar security products and concepts to customers of all backgrounds and experiences.
• Balance the details with the big picture - leverage your project management skills to maintain accurate details, notes, and next steps with customers using internal tools, while keeping their priority goals and definitions of success front and center.
• Bring an empathetic, listening-oriented, outside-in perspective to your engagement with customers.
• Become a trusted advisor for the customers, ensuring you proactively articulate and advocate for their collective voice and needs internally.
• Provide feedback and work with Product and R&D on issue tracking via Jira and feature escalations and prioritization.
• As in any high-growth startup, contribute to growing and build the team and company. Advance our systems and processes. Build faster and easier ways of completing projects. Work together with us to advance our collective success.

Qualifications:

• 3+ years of experience in solution delivery, customer management/consulting, or technical account management, preferably in SaaS environments
• Previous experience in project management and managing enterprise-level customer relationships, including the senior level stakeholders
• Technical background or experience in network security, API ecosystem, AppSec, WAF, RASP, or similar security products
• Understand HTTP protocol details, Postman, etc.
• A proven track record working within a team that improves retention, upsell, and customer satisfaction
• Excellent written and verbal communication skills
• Exceptional time management, multi-tasking, and prioritization skills
• Bachelor's degree or equivalent: preference for computer science, cybersecurity, project management, or related degrees