Strategic Account Executive, Install Base

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

📋 Description

• Manage a portfolio of around 60 strategic, named accounts.

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

• Take ownership of renewal conversations and account strategy.

• Track account health and usage indicators, pinpoint risks, and devise mitigation strategies.

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

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

• Navigate legal, finance, and deal desk procedures to progress contracts and renewals.

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

• Develop scalable processes and playbooks in a dynamic environment.

• Operate autonomously and shape sales motions.

⛳️ Requirements

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

• At least 3 years of experience managing and closing multi-million dollar deals.

• Demonstrated aptitude for negotiating commercial contracts with customers and internal stakeholders (legal, finance, deal desk).

• Experience in selling SaaS, APIs, or developer-centric products.

• Fundamental understanding of how APIs function.

• Conceptual familiarity with the AI landscape; discomfort with AI is a dealbreaker.

• Proven success in complex, consultative enterprise sales within matrixed decision-making environments.

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

• Strong collaboration skills with CSMs, Solutions Engineers, and internal teams.

• Experience in startup or high-growth settings.

• Nice to have: direct sales experience with search, commerce, eCommerce, or technical products aimed at technical buyers.

• Nice to have: background in selling usage-based or consumption-based SaaS.

• Nice to have: experience with system integrators in the search domain.

• Nice to have: a proven track record of breaking into divisions or subsidiaries within existing accounts.

🏝️ Benefits

• Flexible workplace model offering the autonomy to choose where and when to work.

• Option for fully remote or hybrid-remote work for eligible team members.

• Total Rewards compensation philosophy.

• Commission included in the annual total cash compensation.

• Inclusive workplace fostering diversity and collaboration.

• Professional autonomy and a high-trust environment.