Own the full renewal cycle, including pricing, value-based conversations, and contract negotiation
Drive revenue growth through strategic upsells, cross-sells, and account expansion opportunities
Proactively identify and execute expansion opportunities within a book of existing mid-market and enterprise customers
Increase ACV at renewal by clearly articulating ROI and aligning solutions to evolving customer needs
Sell new Adaptive product SKUs into existing accounts while maintaining strong retention outcomes
Build and maintain trusted relationships with key stakeholders across technical teams, security leadership, and the C-suite
Lead complex, multi-stakeholder deal cycles and negotiate strategic, multi-product agreements
Partner closely with Customer Success, Product, and Sales leadership to refine growth playbooks, forecasting, and the transition from net-new to expansion ownership

Requirements

At least 4+ years of SaaS sales experience (SMB/Mid-Market/Enterprise)
Proven experience upselling within an existing book of business; open to quota-carrying Account Managers with multi-SKU selling experience
Demonstrated success meeting or exceeding revenue and renewal targets
Strong experience negotiating pricing and leading value-based renewal conversations
Comfortable working with technical buyers (cybersecurity background a strong plus)
Strong presentation and communication skills — able to influence from ICs to C-suite
Analytical in understanding customer needs, yet creative in driving expansion strategy
Highly proactive — you don’t wait for opportunities; you create them
Thrive in ambiguity and enjoy building processes from scratch
Roll-up-your-sleeves mentality with a strong sense of ownership

Benefits

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools

SaaS salesupsellingcontract negotiationrevenue growthaccount expansionpricing strategyvalue-based sellingmulti-SKU sellingforecasting

Soft Skills

relationship buildingcommunicationpresentationanalytical thinkingcreativityproactivityadaptabilityownershipinfluence