Copy of Expansion Sales - Account Manager

About the role

Phocas Software is a profitable, growing SaaS company with a loyal customer base and a category-leading product. With a clear path toward scaling from $70M to $250M and a reimagined GTM structure, this is a prime moment to join and shape the future of how we deliver value to customers.

The Expansion Sales - Account Manager plays a pivotal role in driving commercial partnerships, revenue expansion, and executive alignment across our customer portfolio. This is a role for a commercially minded relationship builder who thrives on identifying growth opportunities, leading strategic conversations, and helping customers realize more value from their investment in Phocas.

You will work closely with Customer Success and cross-functional teams to turn customer adoption into measurable expansion and long-term partnership. Phocas’ growth strategy relies not only on acquiring new customers but on maximizing value within our existing accounts. Expansion revenue, customer advocacy, and strong executive relationships are central to this motion. This role is scoped specifically to expansion — growing usage and value within existing accounts through cross-sell, upsell, and new product adoption. Contract renewals are owned by other teams.

The Expansion Sales - Account Manager sits at the heart of this strategy—owning the commercial relationship, converting Customer Success insights into revenue opportunities, and ensuring customers see Phocas as a long-term strategic partner.

Why This Role Matters

• Revenue Growth: Direct ownership of expansion revenue through upsell, cross-sell, and new product sales.
• Customer Partnership: Builds deep executive relationships that strengthen retention and advocacy.
• Commercial Execution: Converts Customer Success Qualified Leads (CSQLs) into tangible pipeline and revenue.
• Visibility & Predictability: Provides clear forecasting and pipeline insight for leadership.
• Cross-Functional Impact: Works closely with Customer Success, Marketing, Product, and Support to maximize customer value.

Team Structure & Growth Plan

Reporting to the AM Market Lead, this role works in close partnership with:

• Customer Success Managers to align on adoption, risk, and renewal success
• BDRs and Account Executives to coordinate account strategy
• Marketing, Product, and Support teams to address customer needs and unlock value

This role has no direct reports but plays a central role in orchestrating internal resources around customer success and growth.

Responsibilities

• Own and manage a portfolio of existing customer accounts, driving revenue growth through strategic expansion initiatives.
• Consistently meet and exceed monthly and annual expansion revenue targets.
• Identify and lead upsell, cross-sell, and license growth opportunities.
• Convert Customer Success Qualified Leads (CSQLs) into pipeline opportunities.
• Manage pricing discussions, contract negotiations, and amendments.
• Build and maintain strong relationships with senior customer stakeholders.
• Lead Executive Business Reviews (EBRs) to align Phocas solutions with customer business outcomes.
• Deliver accurate forecasts and pipeline reporting for leadership visibility.
• Collaborate closely with Customer Success to support adoption, risk identification, and renewal success.
• Deliver tailored product demos and value-based pitches aligned to buyer pain points.
• Stay informed on Phocas products, industry trends, and evolving customer needs.

Requirements

• Proven track record of achieving commercial targets and managing full sales cycles.
• Strong commercial acumen with confidence in pricing and negotiation discussions.
• Excellent relationship-building and communication skills across executive and operational stakeholders.
• Ability to translate customer challenges into clear solution value.
• Highly organized and capable of managing multiple accounts simultaneously.
• Proactive, curious, and customer-first mindset with resilience under pressure.
• Passion for technology, learning, and aligning with Phocas’ values.

Benefits

• 5 weeks paid vacation
• Workplace pension
• Competitive pay and a chance to share in our success
• Autonomy to follow your passion and make it your own
• Opportunity for growth with access to advanced training material 24/7
• Strong work-life balance with a family-oriented culture