Account Executive, Mid-Market Expansion
About The Position
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 55 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 1,500 to 5,000 employees, helping them adopt new products and use cases, especially Scribe Optimize, as their workflow automation needs mature.
Requirements
- Has carried a quota in Mid Market in B2B SaaS or similar sales for 4+ years
- Has a career that has moved in one direction: more responsibility, better results, year over year
- Has run complex, consultative sales cycles with multiple stakeholders and executive buyers
- Knows how to find and close net new opportunities inside an existing account, not just manage upselling and cross selling
- Forecasts a pipeline with discipline and uses a structured methodology to navigate complex deals
- Asks sharp questions, picks up new products and use cases fast, and partners naturally with Customer Success without losing ownership of the commercial outcome
Nice To Haves
- Looking for a traditional Account Management or Customer Success role centered on renewals
- Would rather manage existing relationships than go find and close new opportunities
- 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 1,500 to 5,000 employees
- Close strategic expansion opportunities averaging $75K ACV, with sales cycles typically running 2-5 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
Benefits
- Health, dental, and vision insurance for you and your dependents
- Flexible paid time off and company holidays
- 401(k)
- Paid parental leave
- Daily catered lunch (SF office)
- Commuter benefits
- Home office stipend
- Equity in Scribe
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What This Job Offers
Job Type
Full-time
Career Level
Mid Level
Education Level
No Education Listed
