Enterprise Account Executive - Growth & Expansion
About The Position
At Similarweb, we are revolutionizing the way businesses interact with the digital world by revealing to them everything that happens online. Our unique data and solutions empower over 6,000 customers globally, including industry giants like Google, eBay, and Adidas, to make game-changing decisions that drive their digital strategies. In 2021, we went public on the New York Stock Exchange, and we continue to reach new heights! Come work alongside Similarwebbers across the globe who are bright, curious, practical, and good people. Similarweb's digital intelligence solutions serve thousands of customers — including some of the world's biggest brands — across a wide range of industries and use cases, and we've barely scratched our total addressable market. As an Expansion Sales Manager, you'll be a hunter first: prospecting and closing net-new business within a defined book of large enterprise accounts, while also identifying and capturing whitespace across existing relationships. You'll control the full sales cycle — sourcing opportunities, running competitive deals, and negotiating to close — with the added advantage of a warm foothold inside accounts that already know and trust Similarweb.
Requirements
- Has a minimum of 5 years of experience running full-cycle, consultative sales processes for enterprise accounts, with a proven hunter mentality
- Showcases knowledge and experience selling into the Retail and CPG sectors
- Has experience closing deals above $100k ARR
- Has deep experience working in MEDDPIC sales methodologies
- Has a demonstrated track record of exceeding new business/net-new revenue targets in high-end SaaS sales — not just managing renewals
- Is comfortable self-sourcing pipeline and creating urgency in accounts with no active buying process
- Can confidently present to and influence senior stakeholders, up to C-level, and build a compelling business case from scratch
- Is skilled at identifying whitespace and expansion opportunities within recurring revenue/SaaS business models
- Is highly collaborative, with a direct and honest approach to delivering customer success
Nice To Haves
- Has a strong understanding of digital marketing trends — SEO, content marketing, PPC, social and display advertising
Responsibilities
- Proactively prospecting and generating new business within your book of accounts — identifying new business units, divisions, use cases, and stakeholders who aren't yet using Similarweb
- Owning the full sales cycle for both net-new and expansion opportunities: prospecting, discovery, presenting, negotiating, and closing
- Meeting quarterly quotas by driving new revenue growth across your territory — combining net-new logo/use-case wins with account expansion
- Engaging and building relationships at the Director/C-level to uncover unaddressed pain points and build the business case for new investment
- Identifying whitespace and upsell opportunities within existing accounts, and running a consultative sales process to convert them into closed revenue
- Maintaining accurate forecasts and managing all pipeline and account activity in Salesforce
- Partnering cross-functionally with Marketing, Sales Development, Solution Engineering, Customer Success, Contracting, and Implementation to source pipeline and navigate deals to close
- Leveraging our sales tech stack (Salesforce, SalesLoft, Chorus, and Similarweb itself) to drive outbound activity, accurate reporting, and productivity
- Providing value-based solutions grounded in a clear understanding of each account's business goals, KPIs, and pain points
Benefits
- medical, dental, and vision insurance
- 401K plan
- potential equity
- employee stock purchase plan
- paid sick and parental leave
- sales incentive plan
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What This Job Offers
Job Type
Full-time
Career Level
Senior
Education Level
No Education Listed
