Growth Account Executive
About The Position
GreenLite is hiring Growth Account Executives to own and expand revenue within our existing enterprise customer base. This is a strategic, relationship-driven role: you will work with some of the most recognizable brands in the country — Walmart, McDonald's, Burlington, major REITs, and national franchise systems — to deepen their partnership with GreenLite, unlock new use cases, and drive programmatic expansion across their portfolios. This is not account management. Growth AEs at GreenLite are hunters within existing accounts — building multi-threaded relationships, identifying expansion opportunities, developing business cases, and closing meaningful deals. The accounts are real, the relationships exist, and the upside is significant. What we need is someone who can operate at an enterprise level and turn existing customer trust into long-term, compounding revenue. This role reports to the VP / Senior Director, Growth Sales.
Requirements
- 4–8 years of enterprise SaaS or tech-enabled services sales experience, with meaningful time in an expansion, growth, or strategic account role.
- Proven track record of growing revenue within existing enterprise accounts — you know how to find the next deal inside a customer relationship and close it.
- Comfortable operating at the executive level: you can hold a strategic business conversation with a CDO, CFO, or C-suite stakeholder and drive it to a commercial outcome.
- Strong business case development skills — you can quantify value delivered, model expansion impact, and present a compelling case for increased investment.
- Familiarity with structured sales methodology: MEDDPICC, Force Management, or Command of the Message — you apply these frameworks to expansion deals, not just new business.
- Multi-threading instincts: you do not rely on a single champion; you build broad and deep relationships within every account.
- Comfortable with a consumption- or credit-based business model — you understand utilization, pacing, and how to use product data to drive commercial conversations.
- CRM discipline: you keep HubSpot clean, your forecast accurate, and your account plans current.
- Collaborative by nature — you work closely with Service Delivery, Customer Operations, Partnerships, and New Business AEs to deliver a seamless customer experience.
- NYC-based; in-office presence expected.
Nice To Haves
- Background in construction tech, prop tech, real estate, franchise/QSR, or vertical SaaS is a strong plus.
Responsibilities
- Own a book of existing enterprise accounts across Strategic and Emerging tiers — responsible for retention, expansion, and deepening the overall relationship.
- Proactively identify expansion opportunities within your accounts: new geographies, new project types, new business units, and programmatic growth deals.
- Monitor credit utilization across your book in partnership with Customer Operations — initiate expansion conversations at the right moment, before customers exhaust their runway.
- Build and maintain multi-threaded relationships within each account — from day-to-day project managers up to CDOs, CFOs, and C-suite stakeholders.
- Develop and present business cases for expansion: quantify the value GreenLite has delivered, model the impact of going deeper, and make the case for increased investment.
- Run QBRs and CBRs with strategic accounts — structured, executive-level conversations that reinforce value and open the door to the next phase of the partnership.
- Collaborate with New Business AEs on clean account handoffs — you should know the account history, the champion, and the key relationships before taking ownership.
- Partner with Partnerships on REIT, franchisor, and PE-influenced expansion opportunities within your book.
- Maintain rigorous pipeline discipline in HubSpot: accurate deal stages, realistic close dates, and consistent activity logging.
- Contribute to the development of the Growth playbook — as an early member of this team, your observations and learnings will shape how this function operates.
Benefits
- Competitive Compensation - Generous base salary & access to our Employee Equity Program, so you can grow with us.
- Performance-Based Annual Bonuses - Rewards for high-impact results and contributions that move the needle.
- Premium Health Coverage - Comprehensive medical, dental, and vision insurance for full-time team members and their families.
- 401(k) Retirement Plan - Helping you invest in your future with smart saving options.
- Parental Leave - Generous parental leave for all parents to support your growing family.
- Wellness Support - Monthly Wellness Stipend and full access to Wellhub, Talkspace, & Teladoc for your physical and mental well-being.
- Weekly Team Lunches - Enjoy catered lunches every week in our NYC office. Great food, better company.
- Company-Wide Team All Hands - Held twice a year, fostering transparency, alignment, and inspiration.
- Team-Building Events - Regular opportunities to connect, collaborate, and celebrate as a team.
- Unlimited PTO - Flexible time off so you can recharge, travel, or take care of life as needed.
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What This Job Offers
Job Type
Full-time
Career Level
Senior
Education Level
No Education Listed
