Description:
Key Responsibilities:
- Own a portfolio of enterprise accounts with the objective of expanding revenue through upselling and cross-selling initiatives.
- Develop deep relationships with decision-makers, champions, and influencers within client organizations.
- Identify client growth opportunities based on product usage data, client needs, and industry trends.
- Present compelling business cases for additional products/services that align with client goals.
- Collaborate with Customer Success Managers to ensure alignment on account strategies and renewal plans.
- Partner with Product and Marketing to feedback client insights and help shape future offerings.
- Forecast growth revenue accurately and meet or exceed annual & quarterly expansion quotas.
- Negotiate contracts and pricing with procurement and legal teams within enterprise accounts.
- Maintain CRM hygiene and update deal stages, notes, and next steps regularly.
Required Qualifications and Skills:
- 8 - 10 years of experience in B2B sales or growth roles in SaaS, tech, or enterprise services.
- Proven experience in upselling, cross-selling, or expansion sales within existing enterprise accounts.
- Strong understanding of enterprise buying cycles and stakeholder management.
- Excellent communication, negotiation, and presentation skills.
- Ability to translate product features into business value for various client personas (CXO, IT, Ops, etc.).
- Data-driven mindset with the ability to use analytics to drive decisions.
- Experience using CRM tools like Salesforce, HubSpot, or similar.
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