Account Executive, Growth - Scale
Drives expansion and revenue growth across an existing portfolio of software customers, partnering with technical and business stakeholders on complex land-and-expand sales cycles. Requires 4+ years of quota-carrying B2B software sales experience and strong technical selling, discovery, and negotiation skills.
About the job
Responsibilities
- Own and manage expansion opportunities within a defined book of business, driving increased adoption and revenue growth.
- Develop and execute account plans to expand the product footprint across teams, workflows, and business units.
- Engage technical stakeholders, including software engineers, architects, and engineering leaders, to understand use cases and challenges.
- Translate technical value into business impact and align capabilities with customer priorities.
- Navigate complex sales cycles across technical, economic, and executive stakeholders.
- Build long-term customer relationships and act as a strategic partner throughout the customer lifecycle.
- Partner with Solutions Architecture, Customer Success, Product, and Marketing.
- Identify growth signals through usage, adoption, and organizational change.
- Refine sales strategies and execution in a fast-moving environment.
Requirements
- 4+ years of quota-carrying software sales experience focused on customer growth and expansion; experience may be flexible based on impact and performance.
- B2B software sales experience, including commercial, mid-market, or growth-focused roles.
- Ability to sell to technical audiences and learn complex products quickly.
- Experience managing and expanding existing customer accounts through value-based selling.
- Strong discovery skills and comfort with technical and business conversations.
- Ability to prioritize across a portfolio of accounts with varying opportunity and complexity.
- Track record of meeting or exceeding revenue goals.
- Cross-functional collaboration experience with technical and customer-facing teams.
- Comfort operating with ownership in a fast-paced, evolving environment.
- Excellent communication and negotiation skills.
- Curiosity, coachability, and interest in growing into more complex sales environments.
Nice to Have
- Experience selling developer tools, infrastructure, or platform technologies.
- Exposure to consumption-based or usage-driven sales models.
- Experience supporting expansion motions in SaaS or technical products.
- Interest in progressing toward enterprise-level selling.
Skills
B2B Sales, Software Sales, Account Expansion, Value-Based Selling, Salesforce, Technical Selling, Discovery, Negotiation, Account Planning, SaaS, Developer Tools, Infrastructure, Platform Technologies, Consumption-Based Sales, Customer Success
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