Expansion Account Executive

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

📋 Description

• Foster growth within a designated portfolio of current customers.

• Collaborate with Account Management, Product, and Leadership teams to identify opportunities, develop solutions, and spearhead strategic initiatives to close deals.

• Operate within a team-selling framework, coordinating with technical specialists, product leaders, and executives to align on a unified customer vision.

• Interact with a diverse array of customer stakeholders — from operational leaders to C-suite executives — tailoring your approach for each audience.

• Conduct engaging product demonstrations and solution presentations, simplifying complex functionalities into understandable business outcomes.

• Develop and present polished PowerPoint presentations and proposals that effectively communicate ROI, business impact, and strategic alignment.

• Manage opportunities from initial discovery through negotiation and closure with diligence, accuracy, and collaboration.

• Utilize CRM and AI-driven tools (HubSpot, Gong, Staircase.ai, etc.) to prioritize customer engagement and enhance efficiency.

• Balance virtual and face-to-face interactions, traveling 2–3 times per quarter for essential meetings and relationship-building activities.

• Ensure accurate forecasting and pipeline visibility, aiding cross-functional planning and revenue predictability.

⛳️ Requirements

• 5–8 years of experience in SaaS sales or account management, demonstrating success in expansion, cross-sell, or upsell roles.

• A background in EHS, Sustainability, ESG, Quality, or operational risk fields is highly desirable.

• Proven experience selling to multiple stakeholders and navigating complex decision-making processes within mid-market and enterprise accounts.

• Proficient in executive-level discussions — capable of engaging senior leaders with authority and insight.

• Demonstrated ability to collaborate effectively in a team-selling environment alongside Account Managers, Product, and Leadership.

• Strong technical acumen and problem-solving skills — adept at connecting customer requirements to platform capabilities and value.

• Expert skills in presentation design, proposal development (PowerPoint, Excel, written), and compelling storytelling.

• Confident negotiator skilled in balancing commercial outcomes with long-term relationship building.

• Proficient in CRM systems (HubSpot or Salesforce) and comfortable using modern AI and automation tools to boost productivity.

• Experienced in both remote (Teams, Zoom) and in-person selling, with a willingness to travel moderately.

🏝️ Benefits

• Annual bonus programs.

• Regular team-building events.

• Off-cycle reviews to swiftly acknowledge and reward outstanding performers.

• Engaging team activities, including happy hours and exciting virtual events.

• Benchmark Gensuite Team Member Networks, such as the Respect for Diversity Group and the Sustainability Group, provide a safe and supportive environment for team members sharing a common identity, empowering them to express their ideas and take action.