Own and drive expansion revenue across an assigned portfolio of existing accounts
Identify and qualify upsell and cross-sell opportunities (additional modules, seats, entities, use cases)
Build strong relationships with CFOs, Finance Directors, FP&A leaders, and executive stakeholders
Lead value-based sales conversations aligned to business outcomes
Develop account growth strategies and expansion plans
Partner with Customer Success to monitor adoption signals and expansion triggers
Run discovery sessions, demos, pricing discussions, and negotiations
Maintain accurate forecasting and pipeline visibility in CRM
Consistently achieve and exceed expansion quota

5+ years of B2B SaaS sales experience, ideally in account management or expansion roles
Proven track record of quota achievement in subscription-based revenue models
Experience selling into Finance, FP&A, or Office of the CFO is strongly preferred
Ability to navigate multi-stakeholder enterprise environments
Strong commercial acumen and executive presence
Data-driven, structured, and disciplined in pipeline management
Experience in a high-growth or private equity–backed company is a plus
Bachelor’s degree or equivalent experience

Account Director

Key skills