Account Executive, Mid-Market Expansion
Own expansion revenue across existing mid-market and enterprise SaaS accounts, identifying whitespace and closing complex, consultative opportunities. The role requires 4+ years of quota-carrying experience, disciplined forecasting, and proficiency with structured sales methodologies.
About the job
Responsibilities
- Own net-new revenue growth across a portfolio of approximately 50–55 existing customer accounts.
- Convert Customer Success Qualified Leads into closed expansion opportunities and proactively identify additional whitespace.
- Run the full expansion sales cycle from discovery through close.
- Navigate complex, multi-stakeholder buying groups within enterprise organizations of 1,500–5,000 employees.
- Close strategic expansion opportunities averaging $75,000 ACV, with typical sales cycles of 2–5 months.
- Use a structured sales methodology such as MEDDPIC or SPICED to manage deals and maintain accurate forecasts.
- Use Salesforce, Gong, and Sigma to manage pipeline and surface account insights.
- Partner with Customer Success while retaining ownership of the commercial outcome.
Requirements
- 4+ years carrying a Mid-Market quota in B2B SaaS or similar sales.
- Experience running complex, consultative sales cycles with multiple stakeholders and executive buyers.
- Demonstrated ability to find and close net-new opportunities within existing accounts.
- Disciplined pipeline forecasting and experience using a structured sales methodology.
- Ability to ask sharp questions, learn new products and use cases quickly, and operate effectively in an evolving sales motion.
Compensation and Benefits
- Uncapped commission with a 50/50 on-target earnings split and accelerators for over-attainment.
- Equity for all full-time employees.
- Total compensation includes cash, equity, and benefits.
- Health, dental, and vision insurance for employees and dependents.
- Flexible paid time off, company holidays, 401(k), paid parental leave, commuter benefits, and a home office stipend.
Skills
B2B SaaS, Salesforce, Gong, Sigma, Meddpic, Spiced, Pipeline Forecasting, Consultative Selling, Enterprise Sales
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