Own and execute expansion and cross-sell strategy across existing accounts
Identify and develop opportunities across new business units, affiliates, and geographies
Run high-quality discovery conversations to uncover new use cases and growth opportunities
Partner closely with Customer Success to align on progress, adoption, and expansion timing
Build and maintain multi-threaded relationships across stakeholders and decision-makers
Develop compelling value-based business cases tied to customer outcomes and ROI
Navigate and lead complex, multi-stakeholder deal cycles for expansion opportunities
Accurately forecast and manage a pipeline of expansion revenue
Identify trends across accounts and bring insights back to Sales, Marketing, and Product teams

3+ years of experience in B2B SaaS account management sales with a focus on growth
Proven track record of expanding Enterprise accounts and exceeding revenue targets
Experience managing complex, multi-stakeholder enterprise environments
Strong foundation in value-based selling and discovery
Ability to build and navigate relationships across business units and functions
Experience using modern sales tools and leveraging data and insights to drive account strategy
Bonus: experience or interest in Accessibility, UX, or Digital Experience

Director, Account Management

Key skills