Account Executive, Customer Growth

Summary of Position

This individual is responsible for driving growth within our existing customer base through expansion of our solutions, with a particular focus on new and evolving offerings, including AI-driven capabilities. The role partners closely with Customer Success to deepen customer value, identify opportunities for growth, and execute commercial expansion that helps customers achieve their business goals.

With strong customer empathy and a commercial mindset, this individual builds trusted relationships by understanding customer needs, recommending the right solutions, and successfully expanding customer relationships while supporting overall account success.

Key Responsibilities

• Drive expansion revenue within existing customer accounts by identifying, developing, and closing upsell and cross-sell opportunities.
• Research customer organizations, stakeholders, and purchasing history to build informed expansion strategies.
• Partner closely with Customer Success, Marketing and internal teams to align on commercial account priorities, value realization, renewals, and growth opportunities.
• Build and maintain strong relationships with key customer stakeholders, including executive sponsors, to support long-term growth.
• Manage commercial aspects of customer accounts, including expansion opportunities and contract discussions.
• Collaborate with Customer Success on the renewal process for existing customer contracts, ensuring continuity and alignment with customer needs.
• Forecast and track key account and expansion metrics, including quarterly results and pipeline.
• Accurately document activities, opportunities, and customer interactions in CRM (e.g., Salesforce).
• Monitor customer feedback and partner with Customer Success to address issues and ensure positive outcomes.
• Stay current on industry trends, products, and evolving customer needs.

Skills Required

• 7+ years of proven experience in an Account Executive, Account Manager, or similar customer-facing commercial role.
• Experience engaging complex B2B customers, managing multi-stakeholder environments, and driving multi-threaded commercial strategies.
• Demonstrated success in SaaS sales, with a strong understanding of subscription models, value realization, and customer lifecycle economics.
• This role requires comfort discussing and positioning emerging technologies, including AI-enabled solutions, in a way that aligns with customer business objectives.
• Demonstrated ability to communicate, present, and influence stakeholders at all levels, including executive and C-level audiences.
• Experience identifying and closing expansion or growth opportunities within existing customer accounts.
• Strong consultative selling skills with the ability to connect customer needs to business value.
• Solid experience using CRM tools (e.g., Salesforce) and standard productivity tools.
• Ability to manage multiple customer opportunities while maintaining focus on priorities.
• Excellent listening, negotiation, and presentation skills.
• Strong verbal and written communication skills.
• Bachelor's degree in Business or a related field (or equivalent experience).

Compensation Structure

• Base salary and variable compensation split: 50% base / 50% variable
• Variable compensation primarily tied to expansion revenue achievement, with additional consideration for key renewal performance metrics