Account Executive, Customer Growth

This is a fully remote position, open to applicants in United States.

📋 Description

• Take charge of expansion revenue and quotas for a designated portfolio of current Malbek clients.

• Ensure forecast accuracy while maintaining data-driven insights on renewal risks and expansion possibilities.

• Create strategic account plans for key customers.

• Identify, cultivate, and finalize expansion opportunities across users, business units, products, integrations, AI Pro, BusinessIQ, and other Malbek services.

• Manage both transactional expansions and intricate six-figure strategic sales cycles.

• Establish trusted advisor relationships with customer stakeholders and executive sponsors.

• Navigate complex stakeholder ecosystems and formulate multi-threaded commercial strategies.

• Lead discovery discussions to identify business challenges, strategic initiatives, risks, and inefficiencies.

• Convert AI and platform capabilities into tangible customer outcomes.

• Collaborate with Customer Experience while maintaining ownership of commercial and revenue growth initiatives.

• Coordinate efforts with Services, Solution Consulting, Product, Marketing, Finance, and other internal teams.

• Oversee the commercial process related to renewals and amendments for existing customers.

• Develop documented close strategies for significant expansion opportunities.

• Maintain discipline in preparation for meetings, follow-ups, customer commitments, proposals, pricing, and Salesforce data management.

• Continuously enhance knowledge of Malbek products, AI capabilities, CLM trends, competition, and customer challenges.

⛳️ Requirements

• Over 7 years of demonstrated experience in SaaS account growth, expansion sales, or strategic account management.

• Proven track record of surpassing revenue targets and generating new revenue within established enterprise accounts.

• Comfort in selling and positioning AI-enabled enterprise solutions.

• Experience working with complex B2B customers, navigating multi-stakeholder environments and implementing multi-threaded commercial strategies.

• Strong comprehension of SaaS subscription models, customer lifecycle economics, value realization, and expansion strategy.

• Ability to communicate, present, and persuade executive and C-level stakeholders effectively.

• Strong business acumen with the ability to link product capabilities to customer outcomes.

• Experience managing high-volume transactional opportunities alongside longer-cycle strategic enterprise sales.

• Excellent organizational skills and meticulous attention to detail in account management, commercial documentation, contracting, and CRM management.

• Proficient written and verbal communication skills.

• Demonstrated ownership mentality, sound judgment, and proactive escalation abilities.

• Familiarity with Salesforce or similar CRM platforms.

• Proficiency in standard business productivity tools.

• Bachelor’s degree or equivalent relevant professional experience.

🏝️ Benefits

• Remote work arrangement