Enterprise Account Executive - Growth & Expansion

About the role

As an Expansion Sales Manager at Similarweb, you'll be a hunter first: prospecting and closing net-new business within a defined book of large enterprise accounts, while also identifying and capturing whitespace across existing relationships. You'll control the full sales cycle — sourcing opportunities, running competitive deals, and negotiating to close — with the added advantage of a warm foothold inside accounts that already know and trust Similarweb.

Responsibilities

• Proactively prospect and generate new business within your book of accounts — identifying new business units, divisions, use cases, and stakeholders who aren't yet using Similarweb
• Own the full sales cycle for both net-new and expansion opportunities: prospecting, discovery, presenting, negotiating, and closing
• Meet quarterly quotas by driving new revenue growth across your territory — combining net-new logo/use-case wins with account expansion
• Engage and build relationships at the Director/C-level to uncover unaddressed pain points and build the business case for new investment
• Identify whitespace and upsell opportunities within existing accounts, and run a consultative sales process to convert them into closed revenue
• Maintain accurate forecasts and manage all pipeline and account activity in Salesforce
• Partner cross-functionally with Marketing, Sales Development, Solution Engineering, Customer Success, Contracting, and Implementation to source pipeline and navigate deals to close
• Leverage our sales tech stack (Salesforce, SalesLoft, Chorus, and Similarweb itself) to drive outbound activity, accurate reporting, and productivity
• Provide value-based solutions grounded in a clear understanding of each account's business goals, KPIs, and pain points

Requirements

• Minimum of 5 years of experience running full-cycle, consultative sales processes for enterprise accounts, with a proven hunter mentality
• Knowledge and experience selling into the Retail and CPG sectors
• Experience closing deals above $100k ARR
• Deep experience working in MEDDPIC sales methodologies
• Demonstrated track record of exceeding new business/net-new revenue targets in high-end SaaS sales — not just managing renewals
• Comfortable self-sourcing pipeline and creating urgency in accounts with no active buying process
• Confident presenting to and influencing senior stakeholders, up to C-level, and building a compelling business case from scratch
• Skilled at identifying whitespace and expansion opportunities within recurring revenue/SaaS business models
• Highly collaborative, with a direct and honest approach to delivering customer success
• Strong understanding of digital marketing trends — SEO, content marketing, PPC, social and display advertising (a plus)

Schedule

This role involves collaborating with colleagues in the office to create a more connected, unified culture. Our best work is a product of face-to-face collaboration, with the ability to work partially from home.

Pay

The base salary range for this position in New York City is $120,000 to $135,000. This position is eligible to participate in the company’s sales incentive plan, with a maximum target OTE of up to $270,000, depending upon the final terms of employment and achievement of established targets. Individual compensation is based on qualifications and relevant experience. The base salary range above is for the New York City metro area and could vary for candidates in other locations.

Benefits

• Medical, dental, and vision insurance
• 401K plan
• Potential equity
• Employee stock purchase plan
• Paid sick and parental leave
• Career development opportunities, including Career Week, personalized coaching, and ongoing learning solutions
• Regular team outings and happy hours

Why you'll love working here

• Sell a product you believe in: 99% of employees say “the product” is why they chose to work at Similarweb
• Big ideas are encouraged, and resources are provided to take initiative and create meaningful change
• Diversity and inclusion are core values, creating a workplace reflective of the communities we serve
• Competitive perks and benefits focused on well-being and community
• Career growth opportunities in any direction you choose