Account Executive (Expansion)

About the role

The Account Executive (AE) is responsible for driving revenue growth within an assigned portfolio of existing clients by identifying, developing, and closing expansion opportunities. This role focuses on deepening client partnerships, uncovering business needs, and aligning solutions to client goals to increase adoption, broaden product usage, and grow account value.

Essential Functions/Core Responsibilities

• Own revenue expansion across an assigned portfolio of existing clients by identifying, developing, and closing upsell, cross-sell, and add-on opportunities
• Build and maintain strong client relationships, including executive and decision-maker alignment, to support account growth and long-term partnership value
• Develop and execute account growth strategies based on client business objectives, product adoption trends, and identified expansion opportunities
• Manage the full expansion sales cycle, including discovery, solution alignment, proposal development, pricing, negotiation, and contract close
• Maintain an accurate pipeline and forecast for expansion business, ensuring timely updates, clear visibility, and reliable revenue projections
• Partner closely with Client Success, Product, Marketing, and Services teams to uncover client needs, shape solutions, and advance growth opportunities
• Use client insights, product knowledge, and business context to recommend solutions that expand product adoption, increase account value, and support retention
• Prepare and present business cases, proposals, quotes, and other commercial documentation to support expansion opportunities with existing clients
• Capture client feedback, market insights, and use-case trends to inform internal stakeholders and help refine positioning, packaging, and product direction
• Identify client success stories and expansion outcomes, and collaborate with Marketing to incorporate them into reference and content strategies
• Other duties as assigned

Position Requirements

• Minimum 3 years of experience in account management, sales, business development, or expansion/renewal sales, preferably in SaaS B2B businesses or within Higher Education
• Bachelor’s degree in business, sales, marketing, or a related field, or equivalent combination of education and relevant commercial experience preferred
• Ability to engage enterprise client stakeholders at various levels of technical and non-technical depth, including executive decision-makers
• Experience managing a sales pipeline, maintaining forecast accuracy, and progressing opportunities through the sales cycle
• Proven ability to build strategic relationships and develop executive champions that support account growth and expansion
• Track record of identifying client needs, developing account growth strategies, and achieving retention and expansion objectives
• Strong consultative selling, negotiation, and closing skills with experience guiding opportunities from discovery through contract execution
• Experience creating proposals, quotes, and business cases and presenting commercial terms to clients
• Proven ability to meet or exceed sales, retention, and expansion goals
• Assertiveness and professionalism in leading direct client conversations, including opportunity advancement, negotiation, and resolution of objections
• High emotional intelligence, including curiosity, empathy, self-awareness, and integrity
• Capable of analyzing data, interpreting client and business metrics, and using insights to inform account strategy
• Experience in Higher Ed is preferred

Essential Competencies

• Problem Solving
• Collaborative Communication
• Relationship Building
• Storytelling
• Flexibility

Additional Preferred Experience

• Gainsight PX
• Office 365
• Salesforce
• CRM
• Miller Heiman Sales Methodology