Account Manager- Expansion

We are looking for an Account Manager to own expansion inside a defined book of commercial accounts. The goal of the AM is to create and close incremental expansion revenue through disciplined internal prospecting, tight partnership with Customer Success, and a consistent close process.

This is a great opportunity for someone who thrives in a high growth environment and is self-motivated with an entrepreneurial spirit. 

As an Account Manager you will:

• Consistently create pipeline from whitespace, not just from support tickets or inbound asks
• Run 10–15 active expansion cycles at once without losing control of next steps
• Build at least two champions in priority accounts and multi-thread to power.
• Hit or exceed your incremental expansion target while improving team processes
  
  

Drive proactive expansion pipeline 

• Identify opportunities in existing accounts: departments, teams, personas, and use cases not currently covered
• Run internal prospecting: stakeholder mapping, outreach, discovery, and multi-threading to build champions and executive alignment
• Create clear value hypotheses tied to customer outcomes (not feature pitches)

Own commercial execution

• Lead expansion discovery, qualification, close plans, and negotiation for upsells/cross-sells within your book.
• Maintain accurate forecasting and pipeline hygiene in Salesforce
• Coordinate internal resources (CSM, Product, Leadership) to advance deals

Partner deeply with Customer Success

• Operate as the commercial counterpart to the CSM: CS owns adoption/health; you own expansion pipeline and closes
• Run joint account planning, QBR prep, and quarterly whitespace reviews

How you'll ramp:

...within your first week...

• Shadow your first expansion deal
• Learn about our product + customer segments 
• Meet your colleagues on the CSM and AM team

...day 30...

• Get hands on with the product yourself 
• Complete stakeholder maps and expansion hypotheses for top 25 accounts
• Establish operating cadence with CSMs; baseline your book (usage, adoption, renewal timing)
• Start building pipeline by week 3

...day 60...

• Consistent outbound motion underway
• Multiple opportunities in mid/late stages; aim for first closed-won expansion(s)

 What you've accomplished so far:

• 3-5 years of quota-carrying experience in B2B SaaS with a strong track record in expansion / existing customer growth
• You have a firm grasp on SaaS sales best practices
• Strong discovery + value framing skills: can tie outcomes to business impact and run a clean close plan
• Highly organized with strong CRM discipline and forecasting
• You are comfortable with internal prospecting: mapping accounts, finding new stakeholders, and creating opportunities (not just taking inbound)
• You’ve become a trusted resource for your prospects, customers, and teammates
• You are an excellent cross-functional partner: you thrive working with CS, Product, and leadership teams  to move accounts forward
• You are comfortable leading “business value” and “ROI” conversations
• Willing to become a technical expert yourself without relying on a dedicated Solutions Engineer

Compensation range: $144,000–$192,000 annual OTE (50/50 base/ variable split) commensurate with experience.