Expansion Account Executive

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

📋 Description

• Take ownership of and drive upsell, cross-sell, and renewal opportunities within a designated portfolio of accounts.

• Create and implement account strategies that encompass whitespace analysis, stakeholder identification, adoption strategies, and risk assessments.

• Oversee the complete expansion process, from identifying opportunities to closing deals and managing renewals.

• Perform consultative discovery to ascertain changes, underutilized services, and areas where value can be enhanced.

• Construct business cases and proposals that align with customer objectives.

• Lead negotiations by preserving value and minimizing discounts.

• Cultivate trusted relationships with current stakeholders and broaden influence throughout the buying group.

• Collaborate with technical, business, financial, and executive stakeholders to foster alignment and facilitate decision-making.

• Convert adoption metrics, usage data, and results into persuasive narratives for expansion.

• Spearhead proof-of-value (POV) initiatives and use-case expansions that showcase tangible value and influence decisions.

• Work closely with Customer Success, Sales Engineering, Renewals, and partners to ensure a seamless customer experience.

⛳️ Requirements

• Demonstrated success in B2B expansion, upsell, or account management sales positions, showcasing a history of fostering growth and renewals within existing accounts.

• Experience in managing and expanding customer accounts (≤ $1B revenue), with a solid grasp of stakeholder dynamics and purchasing processes.

• Strong consultative selling and discovery capabilities, with the proficiency to identify new opportunities within current customers and align them with business goals.

• Proven ability to engage multiple stakeholders, foster internal alignment, and sustain deal momentum even in complex account situations.

• Commercial acumen with expertise in negotiation, value communication, and maintaining pricing integrity.

• Methodical in account planning, pipeline management, and forecasting, with excellent attention to detail and organizational abilities.

• Exceptional communication and presentation skills, capable of articulating technical concepts and business value to varied audiences.

• Familiarity with cybersecurity, SaaS, or technical solutions, along with the ability to position offerings within a customer's broader ecosystem.

• Proven capability to function in cross-functional settings, collaborating with Customer Success and technical teams to drive results and growth.

• Resilient and flexible, adept at managing competing priorities, navigating uncertainty, and balancing growth with retention and customer trust.

🏝️ Benefits

• Competitive salary and performance-based incentives.

• Comprehensive health and wellness benefits.

• Opportunities for professional development and career advancement.

• Flexible work environment and work-life balance initiatives.