Identify and execute upsell and cross-sell opportunities by analyzing customer usage, license utilization, and engagement data.
Conduct discovery and expansion calls to uncover customer needs and align them with higher-tier plans and additional features.
Maintain and enhance customer relationships to ensure long-term value and account expansion.
Develop and implement automation playbooks that trigger expansion opportunities based on customer activity.
Present data-driven recommendations to customers that align with their evolving goals and business needs.
Work closely with the Product team to relay customer feedback that informs future developments and optimizations.
Consistently meet or exceed expansion revenue targets and contribute to the overall sales team’s success.
Ensure accurate and timely data entry in HubSpot for pipeline and forecasting accuracy.
Collaborate cross-functionally to continuously refine and improve the expansion playbook.
Other responsibilities as required.

2+ years of quota-carrying sales experience, ideally in SaaS or B2B environments with a focus on expansion sales, upselling, or account growth
Strong ability to identify and act on customer pain points to position relevant solutions
Data-driven mindset with experience analyzing customer behavior, product usage, and engagement metrics to drive expansion
Self-starter who thrives in a fast-paced, unstructured environment and is comfortable iterating on strategies
Excellent communication and persuasion skills, with the ability to present compelling value propositions and handle objections
Passion for AI-driven technology and excitement about revolutionizing the legal industry.

Access our company-paid group benefits for you and your family, with $1,000 towards mental health support
Disconnect during our holiday closure and take advantage of our generous time off policies throughout the year
Enjoy monthly paid meals, an annual wellness allowance to support your well-being and parental leave top-ups as your family grows
Secure your stake in our success; you’ll receive competitive stock option grants as a pivotal early employee

Growth Account Executive, SMB

Key skills