Role Summary
Own and grow revenue across existing customer families (parent + sister companies) once the first entity is landed. You’ll run internal product demos, generate and work leads across related entities, and execute the full expansion cycle while deepening relationships and driving measurable value.
Key Responsibilities
● Own expansion across assigned customer families; build whitespace maps, account plans, and target lists for sister/parent entities.
● Run internal product demos to highlight additional modules/lines that increase value for current users and adjacent teams.
● Generate and qualify leads within the customer’s corporate group; secure warm introductions; coordinate outreach with SDRs/marketing where helpful.
● Lead the full sales cycle for expansion deals: discovery, tailored demos, proposals, value/ROI & TCO modeling, commercial negotiation, redlines, InfoSec/procurement coordination, and close.
● Build multi-threaded relationships (users, managers, exec sponsors, procurement, security) and maintain clear org/contact maps.
● Establish and run governance cadences (QBRs/EBRs), success plans, and adoption playbooks aligned to customer KPIs and outcomes.
● Partner with Customer Success for onboarding and value realization; surface product feedback and prioritize use case expansion with Product.
● Collaborate with Marketing on references, case studies, and webinars; mobilize executive alignment for strategic opportunities.
● Follow AE → AM handoff rules; coordinate warm intros from landing AEs and keep internal stakeholders aligned throughout the cycle.
Skills & Qualifications
● 4+ years in Account Management or Enterprise Sales (B2B SaaS preferred) with a track record of expansion/cross-sell in multi-entity accounts.
● Strong consultative selling: discovery, solution mapping, value/ROI storytelling, and negotiation with senior stakeholders.
● Comfortable navigating InfoSec, legal, and procurement to drive deals to signature.
● Excellent relationship-building and executive presence; proven multi-threading across complex orgs.
● Proficiency with CRM (Salesforce/HubSpot), account planning, and disciplined forecasting.
● Bonus: Experience with insurance carriers/MGAs or underwriting workflows.
