Senior Account Manager, Growth & Expansion
Wonderlic
full-time
Posted on:
Location Type: Remote
Location: United States
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Salary
💰 $160,000 - $180,000 per year
Job Level
About the role
- Proactively prospect into existing accounts across SMB, Mid-Market, and Enterprise segments.
- Identify new stakeholders, departments, and use cases within existing accounts to uncover cross-sell opportunities.
- Leverage internal signals (product usage, hiring trends, organizational changes) to trigger expansion plays.
- Generate pipeline independent of Customer Success; CS is a strategic partner, not the primary source of opportunities.
- Lead strategic discovery conversations that uncover organizational pain and quantify business impact.
- Connect customer challenges to measurable outcomes (e.g., turnover cost, productivity gaps, time-to-performance).
- Align solutions to broader business objectives and executive-level KPIs.
- Position Wonderlic solutions using a value-based approach—avoiding feature-led selling.
- Manage opportunities through the sales cycle (discovery → solution alignment → business case → close) while navigating multi-stakeholder buying groups (HR, TA, L&D, Executives, etc.).
- Maintain accurate forecasting and pipeline hygiene in Salesforce.
- Collaborate closely with CSMs to align on account strategy and expansion opportunities; maintain a unified narrative across retention and growth conversations.
- Ensure strong customer experience across the lifecycle.
- Maintain strong knowledge of new and existing product offerings, industry trends, new developments, and current competitive conditions within the marketplace.
- Leverage your curiosity about our products, industry, and the marketplace to build and maintain strong knowledge, enabling you to offer strategic insights and solutions to our customers.
Requirements
- 5-10+ years of experience in B2B SaaS subscription-based sales, account management, or expansion roles.
- Proven track record of closing cross-sell / expansion deals
- Experience owning a quota and full sales cycle
- Experience selling to SMB, Mid-Market organizations, and Enterprise experience is a plus
- Experience selling into HR, Talent, or business leadership stakeholders preferred
- Experience selling in HR Technology sector, ideally in pre-employment assessment, employee development, or disruptive technology.
Benefits
- Work from anywhere in the United States
- Four-day work week
- Generous PTO plus a paid company shutdown from 12/24 to 1/1
- Benefits include medical, dental, vision, 401k with matching, paid new parent leave
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills & Tools
B2B SaaS salesaccount managementsales cycle managementquota ownershipcross-sellexpansion dealspipeline generationforecastingvalue-based sellingorganizational pain analysis
Soft Skills
strategic discoverycustomer experiencecollaborationcommunicationcuriosityproblem-solvingrelationship buildingstakeholder managementorganizational alignmentnarrative development