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.

Similarweb's digital intelligence solutions serve thousands of customers — including some of the world's biggest brands — across a wide range of industries and use cases, and we've barely scratched our total addressable market.

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

• A 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
• A demonstrated track record of exceeding new business/net-new revenue targets in high-end SaaS sales — not just managing renewals
• Comfort self-sourcing pipeline and creating urgency in accounts with no active buying process
• Ability to confidently present to and influence senior stakeholders, up to C-level, and build a compelling business case from scratch
• Skilled at identifying whitespace and expansion opportunities within recurring revenue/SaaaS business models
• Highly collaborative, with a direct and honest approach to delivering customer success

A PLUS: Has a strong understanding of digital marketing trends — SEO, content marketing, PPC, social and display advertising

Benefits

• Medical, dental, and vision insurance
• 401K plan
• Potential equity
• Employee stock purchase plan
• Paid sick and parental leave
• Sales incentive plan with a maximum target OTE of up to $270,000, depending on achievement of established targets

At Similarweb, collaborating with our colleagues in the office creates a more connected, unified culture. Our best work is a product of our 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. Individual compensation is based upon a number of factors, including 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.

Why You’ll Love Being a Similarwebber

• Sell a product you actually believe in: Our customers aren’t our only raving fans. When we asked our employees why they chose to come work at Similarweb, 99% of them said “the product.”
• Find a home for your big ideas: We encourage an open dialogue and empower employees to bring their ideas to the table.
• Competitive perks & benefits: We take your well-being seriously, and offer competitive compensation packages. We also put a strong emphasis on community, with regular team outings and happy hours.
• Grow your career in any direction you choose: Whether it’s Career Week, personalized coaching, or our ongoing learning solutions, you’ll find all the tools and opportunities you need to develop your career.
• Diversity isn’t just a buzzword: We strive to create a workplace that is reflective of the communities we serve, where everyone is empowered to bring their full, authentic selves to work.