Expansion Account Executive

This is a fully remote position, open to applicants in Ohio, +2 more states.

📋 Description

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

• Develop and implement account strategies that encompass whitespace, key stakeholders, adoption rates, and potential risks.

• Oversee the entire expansion process from identifying opportunities to closing deals and ensuring renewals.

• Conduct consultative discovery sessions to understand changes, identify underutilized areas, and enhance value.

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

• Lead negotiations, preserving value while minimizing discounts.

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

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

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

• Spearhead proof of value initiatives and use-case expansions to showcase value and inform decisions.

• Collaborate with Customer Success, Sales Engineering, Renewals, and partners to ensure a smooth customer experience.

⛳️ Requirements

• Demonstrated success in B2B expansion, upselling, or account management sales roles, showcasing a proven record of driving growth and renewals in current accounts.

• Experience in managing and expanding customer accounts (up to $1B in revenue), with insight into stakeholder dynamics and purchasing processes.

• Excellent consultative selling and discovery capabilities.

• Skilled at identifying new opportunities within existing customer accounts and aligning them to business results.

• Proficient in multi-threading across stakeholders, fostering internal alignment, and maintaining momentum in complex account scenarios.

• Strong commercial acumen with expertise in negotiation, value communication, and safeguarding pricing integrity.

• Methodical in account planning, pipeline management, and forecasting.

• Exceptional attention to detail and organizational abilities.

• Strong verbal and written communication skills, including presentation abilities.

• Capable of explaining technical concepts and business value to varied audiences.

• Familiarity with cybersecurity, SaaS, or technical solutions.

• Competence in positioning offerings within a customer’s larger context.

• Ability to thrive in cross-functional settings, collaborating with Customer Success and technical teams.

• Resilient and adaptable, with the capability to manage competing priorities, navigate uncertainty, and balance growth with retention and customer trust.

🏝️ Benefits

• Comprehensive medical, dental, and vision insurance, including coverage for dependents.

• Paid parental leave.

• Discounted pet insurance.

• Life insurance coverage.

• Commuter benefits.

• 401(k) retirement plan.

• Employee Assistance Program.

• Commitment to Equal Opportunity Employment.

• Provision of reasonable accommodations for qualified individuals with disabilities.