Account Executive, Customer Growth
Malbek
full-time
Posted on:
Location Type: Remote
Location: United States
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About the role
- 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.
Requirements
- 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.
- 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).
Benefits
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Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills & Tools
SaaS salessubscription modelsvalue realizationcustomer lifecycle economicsconsultative sellingnegotiationpresentation skillsaccount managementupsellcross-sell
Soft Skills
communicationinfluencelisteningrelationship buildingcollaborationprioritizationproblem-solvingstakeholder engagementstrategic thinkingcustomer focus
Certifications
Bachelor's degree in Businessrelated field