An Enterprise Account Executive, Expansion, focuses on growing revenue from existing enterprise customers by identifying new sales opportunities within these accounts. This role involves deepening relationships with key decision-makers, understanding their business needs, and promoting additional products or services that can add value. It's a strategic role that requires a blend of consultative selling, account management, and business development skills.
Key Responsibilities:
- Account Expansion:
- Identify and pursue upsell and cross-sell opportunities within existing enterprise accounts to increase revenue
- Develop and implement account expansion strategies tailored to each client's industry, business model, and growth trajectory
- Relationship Management:
- Maintain and grow relationships with key stakeholders, including C-level executives, to understand their evolving needs and challenges
- Act as the primary point of contact for strategic accounts, ensuring customer satisfaction and retention
- Sales Strategy:
- Create targeted sales plans for each account, setting clear objectives for growth
- Leverage insights from past engagements and market analysis to propose solutions that align with client goals
- Leadership and Coordination:
- Collaborate with internal teams like Sales Engineers, Customer Success, and Product Management to deliver cohesive solutions
- Lead or participate in cross-functional teams focused on account growth initiatives
- Market Insight:
- Conduct in-depth research on industries and accounts to uncover trends, opportunities, and potential obstacles
- Use this insight to inform sales approaches and tailor pitches
- Proposal and Negotiation:
- Prepare and present compelling proposals that address client needs while maximizing company revenue
- Negotiate terms of agreements, ensuring they are favorable for both the client and the company
- Performance Tracking:
- Utilize CRM systems to track sales activities, forecast revenue, and monitor account health
- Regularly report on account status, opportunities, and risks to sales leadership
- Client Advocacy:
- Advocate for client needs within your company, influencing product development or service enhancements
- Ensure post-sale support aligns with client expectations for continued expansion
- Training and Knowledge Sharing:
- Keep abreast of product updates, competitive offerings, and industry changes to remain a knowledgeable resource for clients
- Share best practices and client feedback internally to improve offerings and processes
Skills and Qualifications:
- Education: Bachelor’s degree in Business, Marketing, or a related field. An MBA or equivalent could be advantageous
- Experience:
- Proven track record in enterprise sales, particularly in a role focused on account growth or expansion
- Experience with complex sales cycles in a B2B environment, ideally within SaaS or similar tech industries
- Skills:
- Strategic thinking with the ability to see and capitalize on long-term opportunities
- Strong negotiation, presentation, and communication skills
- Proficient in CRM tools (e.g., Salesforce), sales methodologies, and account planning
- Ability to work with complex organizational structures and navigate various decision-making processes
Benefits:
- Paid parental leave
- Open paid time off
- Paid holidays
- Disability insurance
- Health insurance
- Dental insurance
- 401(k)
- RSU
- Paid time off
- Parental leave
- Vision insurance
- 401(k) matching
- Life insurance
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