Account Executive, Upsell
Drives upsell and expansion revenue for Sales Engagement Platform within existing customers by partnering with Sales and Customer Success teams to identify opportunities and refine playbooks. Requires proven sales track record, deep SEP knowledge, and ability to thrive in high-growth, ambiguous environments.
About the job
What You’ll Do
- Own expansion and upsell revenue for our Sales Engagement Platform within an existing customer base
- Partner directly with Sales and Customer Success Leadership to design, test, and document the SEP expansion playbook
- Run discovery focused on expansion opportunities, mapping SEP capabilities to customer needs and desired business outcomes
- Track learnings from wins and losses to continuously refine messaging, ICP, and expansion motion
Who You Are
- Strong track record of landing revenue within net new accounts
- Deep understanding of Sales and SDR team workflows, buyer personas, and how SEP tools drive productivity and business outcomes
- Experience operating in early-stage or high-growth environments with limited process and high ownership
- Ability to handle extreme ambiguity, prioritize effectively, and build structure where none exists
- Strong executive presence and comfort selling to sales leaders (VP Sales, CRO, RevOps leaders)
- Prior experience as a BDR/SDR and an AE in technology
Nice to have:
- Experience being a first or early seller for a new product, motion, or business line
- Background in helping define pricing, packaging, or GTM strategy for expansions
- Experience working closely with Product teams to translate customer feedback into roadmap input
Skills
Sales Engagement Platforms, Upsell, Customer Success, Go-to-Market Strategy, Pricing Strategy, Product Feedback, Discovery Calls, Revenue Expansion, Executive Selling, Bdr/Sdr
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