Senior Account Executive, Strategic Accounts

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

📋 Description

• Take ownership of net-new expansion revenue across a portfolio of up to 200 mid-market and enterprise accounts, focusing on prioritization and depth rather than widespread coverage.

• Actively seek out expansion opportunities, placing a strong emphasis on selling Paligo to sister companies and holding companies linked to current customers.

• Self-generate 30–40% of the expansion pipeline through outbound prospecting, stakeholder mapping, and targeted outreach to accounts.

• Oversee comprehensive expansion sales cycles, from discovery through evaluation, negotiation, and closure, often extending over multiple quarters.

• Establish and nurture multi-threaded relationships across documentation, product, engineering, IT, procurement, and executive stakeholders.

• Conduct structured account planning to uncover whitespace, identify expansion triggers, and prioritize efforts across a large account portfolio.

• Navigate enterprise purchasing processes, including procurement, legal, security assessments, and RFPs when necessary.

• Work closely with Customer Success (which manages renewals) to synchronize on account health and timing, while maintaining complete ownership of expansion opportunities.

• Collaborate with Sales Engineering and RevOps to deliver high-quality evaluations, ensure accurate forecasting, and scale repeatable expansion strategies.

• Relay expansion insights back to Product and GTM leadership as Paligo’s product offerings evolve.

⛳️ Requirements

• A minimum of 4 years of experience in expansion sales, account management, or account executive positions in B2B SaaS.

• Demonstrated ability to proactively create pipeline within existing customer ecosystems.

• Extensive experience managing complex, multi-stakeholder sales cycles lasting several months or longer.

• Proven track record of closing deals in the $25k–$100k ARR range (or of similar complexity).

• Highly tech-savvy, with the capability to quickly comprehend and communicate the intricacies of a sophisticated SaaS product.

• Confident in engaging procurement, legal, and executive stakeholders.

• Comfortable managing a large account portfolio while prioritizing high-probability expansion avenues.

🏝️ Benefits

• Fully remote work with flexible hours.

• Generous time off and wellness initiatives (following Swedish standards).

• Annual global company meetups.

• A Scandinavian culture that emphasizes trust, autonomy, and accountability.

• An opportunity to shape and grow Paligo’s global expansion strategy.