Account Development Executive

Attest • New York, NY

3d • $140,000 - $160,000 • Hybrid

About The Position

This role is focused on expanding Attest's presence within existing customer accounts. The primary objective is to identify and secure new business opportunities within divisions, teams, or markets of current clients that are not yet utilizing the platform. While not an account management position, it involves carrying a quota, building pipeline from a defined target list, and navigating large organizations to reach new buyers. The role collaborates closely with the Customer Success team, leveraging their account context and introductions, but the responsibility for opening and closing deals lies with this position. The ideal candidate will find the challenge of opening doors within warm accounts, with buyers who haven't explicitly requested contact, to be interesting rather than frustrating. This is a new expansion function, and the individual will play a key role in shaping its approach and processes.

Requirements

• 3-6+ years of B2B SaaS sales experience in mid-market or enterprise environments, with a consistent track record of achieving or exceeding quota.
• Demonstrated success expanding existing customer relationships, particularly by opening new buying centers, business units, functions or geographies within large organizations.
• Strong stakeholder mapping and organizational navigation skills, with the ability to identify decision-makers, influencers, champions and blockers across complex customer environments.
• A consultative, value-based approach to selling. You are uncovering business problems, building commercial cases and helping customers connect solutions to broader organizational objectives.
• Strong political and commercial judgment. You understand that successful enterprise sales often depend as much on navigating people, priorities and internal dynamics as they do on product capability.
• Experience building momentum from imperfect information; you are comfortable with ambiguity, able to form hypotheses (but without rigidity), test approaches and create opportunities where no clear path initially exists.
• Excellent pipeline management, forecasting and sales discipline.
• The ability to work collaboratively across functions while maintaining ownership and accountability for commercial outcomes.

Nice To Haves

• Experience selling research, insights, market intelligence, customer intelligence or MarTech, and/or selling to Insight, Strategy, Brand and/or Product buyers.
• Experience working alongside a Customer Success, post-sales and Account Management functions, a clear sense of how to open new doors while accelerating the flourishing of within a shared-account model.
• Experience in a scale-up environment where you have helped shape processes, playbooks and ways of working rather than simply operating within established structures.

Responsibilities

• Build and manage a pipeline of expansion opportunities across Attest’s existing customer base, identifying and winning new buying centres, teams, functions and geographies that are not yet using the platform.
• Run the full sales cycle on expansion opportunities, from account research and stakeholder mapping through to commercial negotiation and close.
• Navigate complex, multi-stakeholder organisations, building relationships with new buyer and influencers, while understanding how decisions are made, where ‘power’ and ‘influence’ sit, and what motivates different stakeholders.
• Develop deep account maps and expansion strategies for target customers, identifying where Attest can create additional value - directly and through customers’ organisations - and how to gain access to new areas of the business.
• Engage consultatively and lead value-based commercial conversations, helping prospective buyers connect Attest’s capabilities to broader business objectives and organisational priorities.
• Educate and influence stakeholders across different functions, tailoring messaging and commercial propositions to the language, priorities and success measures of each audience.
• Work closely with Customer Success to understand account context, customer outcomes (at the highest possible and most immediate levels), organisational and relational dynamics and potential entry points, while maintaining clear ownership of expansion opportunities.
• Maintain strong commercial discipline, including accurate forecasting, rigorous pipeline management and clear visibility of expansion opportunities.
• Help define and evolve Attest’s expansion motion by identifying repeatable patterns, refining account planning approaches and contributing to the development of playbooks, processes and best practice.
• Operate effectively in an environment where not everything is defined, helping shape how the role, process and function develop as we scale.

Benefits

• Equity, everyone at Attest owns a piece of what we build together
• Work from anywhere up to 20 days a year
• 25 days holiday per year plus additional festive days
• Private Medical Insurance
• 1 day per quarter to do charity or community work
• Family friendly benefits, including enhanced parental leave (18 weeks paid leave for Primary carer), up to 12 weeks paid leave for premature births and neonatal care and paid leave for IVF and fertility treatment and pregnancy loss

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed