Account Executive, Emerging Enterprise Expansion

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

📋 Description

• Take charge of net new revenue growth across approximately 50 existing customer accounts.

• Transform Customer Success Qualified Leads into finalized expansion opportunities while actively identifying additional whitespace within your accounts.

• Manage the entire sales cycle for expansion deals, from initial discovery to closing.

• Navigate intricate, multi-stakeholder buying groups within enterprise organizations with employee counts ranging from 2,500 to 10,000.

• Secure strategic expansion opportunities with an average ACV of $150K, typically involving sales cycles of four to six months.

• Utilize a structured sales methodology, such as MEDDPIC or SPICED, to handle complex deals and maintain accurate forecasts.

• Leverage Salesforce, Gong, and Sigma to oversee the pipeline and extract account insights, sharing your findings to enhance the expansion strategy as we grow.

⛳️ Requirements

• You have a track record of carrying a quota in Mid Market or Enterprise SaaS sales for over 5 years.

• Your career trajectory has consistently shown increased responsibility and improved results year after year.

• You have experience managing complex, consultative sales cycles involving multiple stakeholders and executive-level buyers.

• You are adept at identifying and closing net new opportunities within existing accounts, rather than solely focusing on upselling and cross-selling.

• You maintain a disciplined approach to forecasting your pipeline and employ a structured methodology to navigate complex deals.

• You excel at asking insightful questions, quickly grasping new products and use cases, and collaborating seamlessly with Customer Success while retaining ownership of the commercial outcome.

🏝️ Benefits

• Health, dental, and vision insurance coverage for you and your dependents.

• Flexible paid time off in addition to company holidays.

• 401(k) plan.

• Paid parental leave.

• Daily catered lunch provided (San Francisco office).

• Commuter benefits available.

• Home office stipend offered.