Account Executive, Commercial Expand

Responsibilities:

• Grow Existing Accounts: Hunt for new revenue opportunities across your global
  portfolio of roughly 120 Commercial accounts of companies 2000 employees and below
  through strategic upselling and cross-selling.
• Expand Your Pipeline: Cultivate a steady stream of new business by mapping key
  relationships, exploring untapped departments, and leveraging client intelligence. Target:
  $50-75K weekly pipeline growth and 25 client conversations per week.
• Build Internal Alliances: Work seamlessly with Customer Success, Services, Renewal
  Specialists, Solutions Architects, and Product teams to deliver unified client experiences
  that drive expansion.
• Maintain Revenue Visibility: Keep meticulous records in Gong & Salesforce to ensure
  predictable forecasting for weekly pipeline reviews.
• Client Engagement: Plan for quarterly travel (approximately 25% of your time) to
  strengthen client relationships and participate in company events.
• Office Presence: Non-remote team members should be present in the Boston
  headquarters three days weekly.
• Technology Stack: Proficiency required in Quickbase, Microsoft365, Gong, Salesforce,
  Slack, LinkedIn Sales Navigator, Outreach, ZoomInfo, and OpenAI.

30-60-90 Expectations:

During month one, expect to introduce yourself to 10% of clients, complete initial training sessions, begin learning our software platforms, and connect with colleagues across departments. By your second month, you'll have
established relationships with the majority of your client portfolio, wrapped up your training, faced your first sales targets, and gained working proficiency with our key systems. By day 90, you'll be operating at full capacity—managing your entire client list, coordinating regularly with support teams, meeting standard performance expectations, scheduling on-site client meetings, and navigating all company resources with confidence.

Qualifications

• 2–5 years of technology/software sales experience, ideally in SaaS or a consultative selling environment
• Proven success hunting for expansion opportunities within existing accounts and exceeding ARR quotas and earning President’s Club or equivalent
• Demonstrated ability to solution sell, uncover needs, and align technical value with business outcomes
• Experienced in managing a dynamic sales pipeline using tools like Salesforce, Gong, and Outreach; able to forecast accurately and consistently
• Skilled in leveraging MEDDPICC or similar sales methodologies to qualify, advance, and close opportunities
• Strong communicator who can build relationships across multiple stakeholders and departments
• Comfortable collaborating cross-functionally with Customer Success, Product, and Marketing to drive expansion
• Technically curious and eager to learn; able to confidently demo a moderately technical product
• Self-motivated hunter with drive to exceed goals and continuously improve performance
• Bachelor’s degree preferred