Account Executive

About This Role

This quota-carrying sales role focuses on driving incremental Annual Recurring Revenue (ARR) within the existing customer base by identifying, qualifying, and closing upsell, cross-sell, and multi-product adoption opportunities.

Responsibilities

• Own and deliver a dedicated expansion ARR quota across a defined book of existing customers
• Identify, qualify, and close expansion opportunities including seat growth, product add-ons, and tier upgrades
• Lead expansion deals end-to-end by executing discovery, quantifying value, structuring pricing, and negotiating terms to close incremental ARR
• Drive multi-year and multi-product expansion motions aligned to customer outcomes
• Maintain a weekly and monthly expansion forecast with documented close plans and risk mitigation for committed deals
• Build and execute expansion strategies rooted in customer business objectives and realized product value
• Leverage usage data, success milestones, and intent signals to initiate timely expansion conversations
• Conduct executive-level discovery to uncover growth drivers and whitespace
• Develop ROI-based business cases that justify incremental customer investment
• Partner with Customer Success Managers to assess expansion readiness, confirm value realization, and align timing before initiating commercial motions

Requirements

• 5–10+ years of B2B SaaS sales experience
• Proven success closing upsell and cross-sell deals within existing customer bases
• Experience selling through a value-based, consultative motion
• Strong executive presence and negotiation skills
• High forecasting rigor and CRM discipline
• Demonstrated ability to partner effectively with Customer Success teams
• Proven track record of expanding revenue within existing enterprise customers
• Familiarity with subscription-based, multi-product SaaS models

Qualifications

• 5–10+ years of B2B SaaS sales experience, preferably in expansion or account growth roles

Nice to Have

• Experience selling into large, complex organizations ($1B+ revenue preferred)
• Domain experience in Procurement, ERP, Finance, HR, or adjacent enterprise platforms

Skills

* Required skills