Account Manager - Seattle

RecordPoint•Seattle, WA

12h•Onsite

About The Position

RecordPoint is seeking a quota-carrying Account Manager to drive expansion revenue within its existing customer base. This role focuses on net revenue expansion through cross-sell and upsell opportunities, requiring strong commercial acumen, disciplined pipeline management, and the ability to engage multiple stakeholders within complex enterprise environments. The Account Manager will partner closely with the Customer Experience (CX) team to identify, qualify, and close these opportunities by understanding customer needs and positioning RecordPoint's Data Trust Platform as a strategic solution for compliance, security, and data governance.

Requirements

5+ years in B2B SaaS sales with a track record of closing ARR through upsell and cross-sell motions.
Demonstrated success owning expansion quotas (not just renewals or relationship management).
Experience multithreading and building champions across new stakeholder groups.
Strong commercial judgment with the ability to navigate procurement, legal, and deal strategy independently.
Skilled in negotiation and closing complex enterprise deals.
Disciplined pipeline and forecast management with strong Salesforce hygiene.
Proficiency in MEDDPICC or similar qualification frameworks.
Familiarity with modern sales tools (e.g., Salesforce, Gong, LinkedIn Sales Navigator).
Ability to translate technical concepts into clear business value.
Strong discovery, listening, and storytelling skills.
Experience building data-driven business cases.
Proactive, entrepreneurial, and highly collaborative mindset.
Able to work effectively alongside CX without creating friction.
Curious, analytical, and outcomes-focused mindset.
Must pass a police background check.

Nice To Haves

Experience in data and information lifecycle management SaaS.

Responsibilities

Drive Expansion Revenue by owning and closing cross-sell and upsell opportunities across enterprise and mid-market accounts in North America.
Build and maintain a qualified expansion pipeline to consistently achieve quota.
Manage full sales cycles from discovery through negotiation and close.
Partner with CX to identify buying signals, whitespace, and risk indicators within existing accounts.
Execute targeted account-based motions (ABM) to engage new stakeholders and unlock expansion paths.
Collaborate with Marketing on campaigns targeting expansion opportunities.
Multithread across the organization, expanding beyond initial buyer personas (e.g., CISO, CDO, AI leaders).
Develop and present outcome-based business cases grounded in customer data (risk reduction, cost avoidance, efficiency gains).
Work with SEs to deliver compelling product demonstrations aligned to customer priorities.
Apply MEDDPICC to qualify deals, manage risk, and improve forecast accuracy.
Maintain Salesforce as a source of truth with accurate pipeline and forecasting hygiene.
Use sales intelligence and engagement tools to improve targeting and execution.
Work in lockstep with CX to balance relationship health with commercial outcomes.
Contribute market feedback to refine messaging, positioning, and GTM strategy.
Represent RecordPoint in customer-facing events as needed.