Commercial Client Account Executive
About the role
The Commercial Client Account Executive (CAE) at CircleCI is responsible for owning and managing a dedicated book of business, driving revenue growth through strategic relationship building, stakeholder identification, and systematic account expansion.
Responsibilities
Systematically map organizational structures to identify new teams, departments, and use cases that could benefit from CircleCI's platform
Proactively engage with customers to ensure satisfaction, address concerns, and demonstrate ongoing value to prevent churn and secure long-term partnerships
Own and manage your dedicated portfolio of commercial accounts, serving as the primary point of contact for all commercial matters and relationship development
Identify, engage, and develop relationships with key decision-makers, influencers, and champions across multiple departments and teams within your account portfolio
Drive logo expansion by identifying and qualifying opportunities within existing accounts, including new team adoption, additional use cases, and platform upgrades
Build and maintain relationships with multiple stakeholders at various levels within each account to reduce risk and increase expansion opportunities
Conduct thorough discovery sessions to understand organizational priorities, technical needs, and growth initiatives that align with CircleCI's capabilities
Lead complex sales cycles for expansion opportunities, working through procurement, technical evaluation, and contract negotiation processes
Develop and execute comprehensive account plans that identify growth targets, key stakeholders, competitive landscape, and expansion timelines
Secure renewals while using the renewal process as a vehicle for expansion discussions and relationship building with new stakeholders
Consistently identify and qualify new opportunities within existing accounts to maintain a healthy pipeline of expansion prospects
Partner with marketing, technical teams, and leadership to access new contacts and create expansion opportunities
Requirements
3+ years of proven success in B2B SaaS sales, with specific experience in customer retention, account expansion, stakeholder management, and revenue growth within existing accounts
Demonstrated ability to successfully manage and grow a dedicated book of business, with experience in prioritizing accounts, managing multiple relationships simultaneously, and driving results across a portfolio
Demonstrated ability to identify, engage, and influence key decision-makers across complex organizational structures
Proven success in growing revenue within existing accounts through new team acquisition, use case expansion, and strategic upselling
Strong ability to conduct effective discovery sessions, understand organizational dynamics, and identify expansion opportunities
Excellent interpersonal skills with the ability to build trust and credibility with technical and business stakeholders at all levels
Experience selling technical products, preferably in the developer tools, DevOps, or cloud infrastructure space, with the ability to understand and communicate technical value
Proficiency in sales frameworks such as MEDDPICC, Challenger, Sandler, and Command of the Message, with the ability to apply these methodologies to expansion scenarios
Ability to think strategically about account development, competitive positioning, and long-term relationship building
Strong analytical skills to identify expansion patterns, track stakeholder engagement, and measure account growth potential
Entrepreneurial approach to account development with a focus on uncovering and creating new opportunities rather than just managing existing relationships
United States Base Pay Range: $74,000—$92,500 USD
Compensation is a 70/30 split OTE
Qualifications
Technical Acumen: Experience selling technical products, preferably in the developer tools, DevOps, or cloud infrastructure space, with the ability to understand and communicate technical value
Data-Driven Approach: Strong analytical skills to identify expansion patterns, track stakeholder engagement, and measure account growth potential
Growth Mindset: Entrepreneurial approach to account development with a focus on uncovering and creating new opportunities rather than just managing existing relationships
United States Base Pay Range: $74,000—$92,500 USD
Compensation is a 70/30 split OTE