Own net-new expansion revenue across a portfolio of up to 200 mid-market and enterprise accounts, with success driven by prioritization and depth rather than blanket coverage.
Proactively hunt for expansion opportunities, with a strong focus on selling Paligo into sister companies and holding companies connected to existing customers.
Self-generate 30–40% of expansion pipeline through outbound prospecting, stakeholder mapping, and targeted account outreach.
Lead full expansion sales cycles, from discovery through evaluation, negotiation, and close, often spanning multiple quarters.
Build and maintain multi-threaded relationships across documentation, product, engineering, IT, procurement, and executive stakeholders.
Run structured account planning to identify whitespace, expansion triggers, and prioritization across a large account portfolio.
Navigate enterprise buying processes including procurement, legal, security reviews, and RFPs when required.
Collaborate closely with Customer Success (who owns renewals) to align on account health and timing, while retaining full ownership of expansion opportunities.
Partner with Sales Engineering and RevOps to execute high-quality evaluations, maintain forecasting accuracy, and scale repeatable expansion motions.
Feed expansion insights back to Product and GTM leadership as Paligo’s product portfolio evolves.

4+ years of experience in expansion sales, account management, or account executive roles in B2B SaaS.
Proven ability to create pipeline proactively inside existing customer ecosystems.
Strong experience managing complex, multi-stakeholder sales cycles lasting several months or longer.
Track record closing deals in the $25k–$100k ARR range (or comparable complexity).
Highly tech-savvy, with the ability to quickly understand and articulate a sophisticated SaaS product.
Confident engaging procurement, legal, and executive stakeholders.
Comfortable owning a large account book while prioritizing high-probability expansion paths.

Senior Account Executive, Strategic Accounts

Key skills