Account Executive, Mid-Market Expansion

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

📋 Description

• Take charge of net new revenue growth for a portfolio of approximately 50 existing customer accounts.

• Transform Customer Success Qualified Leads into finalized expansion opportunities.

• Actively identify additional whitespace opportunities within accounts.

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

• Navigate intricate buying groups with multiple stakeholders in enterprise organizations ranging from 1,500 to 5,000 employees.

• Successfully close strategic expansion opportunities with an average Annual Contract Value (ACV) of $75K, typically within 2 to 5-month sales cycles.

• Utilize MEDDPIC or SPICED methodologies to handle complex deals and maintain precise forecasts.

• Leverage Salesforce, Gong, and Sigma to oversee pipeline management and extract account insights.

• Provide account insights to enhance the expansion sales strategy.

⛳️ Requirements

• Must be based permanently in the U.S.

• Minimum of 4 years of experience carrying a quota in Mid Market within B2B SaaS or equivalent sales environments.

• Proven track record of managing complex, consultative sales cycles involving multiple stakeholders and executive-level buyers.

• Capability to identify and secure net new opportunities within existing accounts.

• Strong discipline in pipeline forecasting.

• Familiarity with structured sales methodologies such as MEDDPIC or SPICED.

• Quick adaptability to learn new products and their use cases.

• Experience collaborating closely with Customer Success while maintaining accountability for commercial outcomes.

• Proficient in Salesforce, Gong, and Sigma.

• Must confirm whether sponsorship will be needed to remain employed at Scribe.

🏝️ Benefits

• Equity in Scribe.

• Uncapped commission structure.

• Accelerators for exceeding targets.

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

• Flexible paid time off along with company holidays.

• 401(k) plan.

• Paid parental leave.

• Daily catered lunch (available at the San Francisco office).

• Commuter benefits.

• Home office stipend.