5+ years of quota-carrying closing sales experience in SaaS, with a strong focus on enterprise sales.
Proven track record of communicating and closing deals through repeatable sales processes.
Skilled in managing sales pipelines and providing updates to leadership.
Comfortable with land-and-expand strategies for $50k-$100k ACV deals.
Excellent prioritization skills to handle a large volume of customer interactions.
Passion for technology and quick learning of new SaaS applications.
Positive attitude with a commitment to exceptional customer service.
Responsibilities
Identify and pursue upsell, cross-sell, and adoption opportunities within existing accounts.
Close multiple expansion deals monthly, ranging from $50k-$100k, using a consultative approach.
Develop strategic long-term expansion plans for named accounts.
Discover new use cases and business challenges that Scribe can help address.
Manage complex decision-making processes across various departments and stakeholders.
Deliver product demonstrations tailored to specific customer needs for expansion opportunities.
Benefits
Work with some of the brightest teammates in the industry.
Comprehensive healthcare coverage to support employee well-being.
Equity options in a rapidly growing startup.
Flexible PTO policy to promote work-life balance.
401(k) plan for retirement planning support.
Parental leave for family growth.
Commuter benefits for those in the SF office.
WFH stipend to assist with remote work expenses.
Full Job Description
Account Executive Large Enterprise Expansion
About the Role
You'll own revenue expansion growth across roughly 35 of Scribe's existing large enterprise accounts, spotting where teams have only scratched the surface of what Specialized Intelligence can do and building the case to go deeper. You'll run point on multi-stakeholder expansion cycles, from the first signal of white space to a signed order form, at a company still early enough that you'll help define how this motion gets built.
What You'll Do
Grow revenue inside your book of enterprise accounts by finding and closing upsell, cross-sell, and adoption opportunities
Close multiple $200k-250k+ ACV expansion deals each month using a consultative sales approach
Build account plans and multi-quarter expansion roadmaps for your top accounts
Surface new use cases and business problems where more of Scribe's product solves real pain
Navigate buying committees across departments and seniority levels to build consensus for expansion
Run product demos tailored to the specific expansion opportunity in front of you
Report pipeline health and deal progression to leadership with clear, current numbers
What We're Looking For
You've closed $200k to $250k ACV deals in a land and expand motion, not just landed new logos
You are a hunter by nature and chase after net new oprotunities within your book of business
You've carried an enterprise quota for at least 4 of your 7+ years in quota carrying sales, and moved up faster than most
You build a business case that holds up across multiple departments and levels of a customer org, not just with one champion
You keep a large, moving book of accounts organized without letting deals slip through the cracks
You pick up new software fast and get genuinely curious about how customers actually use it
Location
Remote
Compensation
Salary varies by location. All full-time employees receive equity in Scribe. Final offers depend on experience and scope.
Benefits
Health, dental, and vision insurance for you and your dependents
Flexible paid time off and company holidays
401(k)
Paid parental leave
Daily catered lunch (SF office)
Commuter benefits
Home office stipend
About Scribe
Scribe is a software company that provides data integration and migration solutions. The company's platform allows businesses to connect and integrate data from various sources, including cloud applications, databases, and file systems. Scribe was founded in 1996 and is headquartered in Boston, Massachusetts.
