Account Executive, Emerging Enterprise Expansion

About the company

The company [link for members] is where exceptional people come to do the best work of their careers. More than 94% of the Fortune 500 use the company to own their specialized intelligence: the unique way their teams work, decide, and get things done. Our Specialized Intelligence platform automatically captures how work happens and turns it into a living asset for people and AI agents.

We're growing fast. Since our founding in 2019, we've reached 7 million users across 600,000 businesses. Based in San Francisco, we're a LinkedIn Top Startup, valued at over $1B, and backed by leading investors. Join us in our mission to transform how people work.

About the role

As an Expansion Account Executive, you'll own a portfolio of roughly 50 existing customer accounts and turn them into net new revenue, working closely with Customer Success to find where our largest customers are ready to grow. You'll spend most of your time on strategic, consultative deals with enterprise organizations of 1,500 to 10,000 employees, helping them adopt new products and use cases, especially the company Optimize, as their workflow automation needs mature.

What you'll do

• Grow net new revenue across a book of roughly 50 existing customer accounts

• Turn Customer Success Qualified Leads into closed expansion deals, while uncovering additional whitespace across your accounts

• Run the full sales cycle for expansion opportunities, from discovery through close

• Build consensus across complex, multi-stakeholder buying groups inside enterprises of 1,500 to 10,000 employees

• Close strategic expansion deals averaging $150K ACV, with sales cycles typically running four to six months

• Manage complex deals with a structured methodology such as MEDDPICC or SPICED, and keep your forecast accurate

• Run your pipeline and account insights in Salesforce, Gong, and Sigma, and share what you learn to sharpen the expansion motion as we scale

What we're looking for

• Has carried a full cycle quota in Larger Mid Market or Emerging Enterprise SaaS sales for 5+ years

• Has a career that has moved in one direction: more responsibility and better results, year over year

• Has run complex, consultative sales cycles with multiple stakeholders and executive buyers

• Has found and closed net new opportunities inside an existing account, beyond upselling and cross-selling

• Forecasts with discipline and uses a structured methodology to navigate complex deals

• Asks sharp questions, picks up new products and use cases fast, and partners naturally with Customer Success while keeping ownership of the commercial outcome

Why you'll love working here

• A book of existing enterprise customers who already run on the company, so you start with real relationships and real usage to build from

• A close partnership with Customer Success, so you see where expansion opportunities come from and how they turn into deals

• A new product to bring to market in the company Optimize, as customers' workflow automation needs mature

• A sales motion that is still evolving, which means your insights help shape how expansion works at the company as we scale

Compensation & location

Remote, with a requirement to be based permanently in the U.S.

Salary and office requirements vary by location. All full-time employees receive equity in the company. Final offers depend on experience and scope.

Benefits

• Healthcare Coverage – Comprehensive health, dental, and vision plans, including two $0/month medical plan options for employees

• Equity – Ownership in what we're building

• 401(k) Plan – through Vestwell

• Flex Benefit – $500/year for home office equipment, productivity tools, learning & development or fitness/wellness

• Commuter Benefits – $100/month for SF based employees

• PTO – Flexible paid time off and company holidays

• Parental Leave – Paid leave to support growing families

• Wellness & Family Support – Free Talkspace membership, One Medical access (location-dependent), and Kindbody discounts for family planning

At the company, we celebrate our differences and are committed to creating a workplace where all employees feel supported and empowered to do their best work. The company is proud to be an Equal Opportunity Employer.

Our Worker Privacy notice can be found here [link for members]