Strategic Account Executive, Expansion & Renewals

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

📋 Description

• Manage a portfolio of roughly 60 key strategic accounts.

• Lead commercial discussions encompassing contract negotiations, renewals, and opportunities for expansion.

• Take charge of renewal conversations and overall account strategy.

• Monitor usage indicators, assess account risks, and formulate mitigation strategies.

• Collaborate with Customer Success Managers (CSMs) and Solutions Engineers to evaluate account progress and highlight concerns.

• Discover expansion opportunities across various customer divisions and business units.

• Navigate legal, financial, and deal desk processes to facilitate contracts and renewals.

• Partner with the Strategic New Business Account Executive on expansion deals in an overlay framework.

• Develop repeatable and scalable processes and playbooks in a dynamic environment.

• Manage concurrent renewals and expansions without delays.

• Conduct research on accounts prior to customer discussions.

• Quickly adapt to complex technical products and contemporary web and AI-native platforms.

• Serve as a liaison between business and technical stakeholders.

• Revitalize at-risk renewals through stakeholder engagement and strategic problem-solving.

⛳️ Requirements

• Over 7 years of experience in B2B SaaS sales or account management, with direct responsibility for renewals and expansions.

• More than 3 years of experience managing and closing multi-million dollar contracts.

• Demonstrated ability to negotiate commercial agreements with customers and internal stakeholders (legal, finance, deal desk).

• Experience in selling SaaS, APIs, or developer-focused products, with a conceptual understanding of APIs.

• Strong conceptual knowledge of the AI landscape.

• Proven success in complex, consultative enterprise sales with intricate decision-making structures.

• Highly organized, with systems in place to manage large concurrent pipelines of renewals and expansions.

• Excellent cross-functional collaboration skills with CSMs, Solutions Engineers, and internal teams.

• Experience in startup or high-growth settings, with the ability to independently navigate ambiguity.

• Direct sales experience in search, commerce, eCommerce, or technical products directed at technical buyers (preferred).

• Background in selling usage-based or consumption-based SaaS (preferred).

• Experience with system integrators in the search domain (preferred).

• Proven track record of penetrating divisions or subsidiaries within existing accounts (preferred).

🏝️ Benefits

• Flexible workplace model that prioritizes autonomy and results over physical presence.

• Option to work remotely as either a fully remote or hybrid-remote employee within the designated country.

• Global presence with offices located in Paris, NYC, London, Sydney, and Bucharest.

• An inclusive workplace that values diversity, respect, and support.

• No discrimination based on protected characteristics.