Account Executive, Emerging Enterprise Expansion

Scribe•San Francisco, CA

6d•$220,000 - $220,000•Remote

About The Position

Scribe is where exceptional people come to do the best work of their careers. Our Workflow AI platform automatically captures and optimizes how work gets done – 94% of the Fortune 500 use it, and 45% are paying customers. We hit $100M ARR in May 2026 and have grown to over 6 million daily active users across 600,000 businesses. We're Series C and valued at $1.3 billion. We're builders who hold a high bar, move fast, and care deeply about each other and our customers. Scribe's Workflow AI platform doesn't stop growing after the initial sale, and that's where you come in. As an Expansion Account Executive, you'll own a portfolio of roughly 50 existing customer accounts and turn them into net new revenue, working closely with Customer Success to identify where our largest customers are ready to expand. You'll spend most of your time on strategic, consultative deals with enterprise organizations of 2,500 to 10,000 employees, helping them adopt new products and use cases, especially Scribe Optimize, as their workflow automation needs mature.

Requirements

You've carried a quota in Mid Market or Enterprise SaaS sales for 5+ years
Your career has moved in one direction: more responsibility, better results, year over year
You've run complex, consultative sales cycles with multiple stakeholders and executive buyers
You know how to find and close net new opportunities inside an existing account, not just manage upselling and cross selling
You forecast a pipeline with discipline and use a structured methodology to navigate complex deals
You ask sharp questions, pick up new products and use cases fast, and partner naturally with Customer Success without losing ownership of the commercial outcome

Nice To Haves

This role is not for you if you're looking for a traditional Account Management or Customer Success role centered on renewals
This role is not for you if you'd rather manage existing relationships than go find and close new opportunities
This role is not for you if you want a highly structured environment instead of helping build and refine a sales motion that's still evolving

Responsibilities

Own net new revenue growth across a book of roughly 50 existing customer accounts
Convert Customer Success Qualified Leads into closed expansion opportunities, while proactively uncovering additional whitespace across your accounts
Run the full sales cycle for expansion deals, from discovery through close
Navigate complex, multi-stakeholder buying groups inside enterprise organizations ranging from 2,500 to 10,000 employees
Close strategic expansion opportunities averaging $150K ACV, with sales cycles typically running four to six months
Apply a structured sales methodology such as MEDDPIC or SPICED to manage complex deals and keep forecasts accurate
Use Salesforce, Gong, and Sigma to manage pipeline and surface account insights, and share what you learn to help improve the expansion motion as we scale