5+ years of quota-carrying closing sales experience, with at least 3 years in enterprise sales within a fast-growing SaaS environment.
Demonstrated ability to communicate effectively and close deals using repeatable processes.
Experience managing sales pipelines and providing deal progression updates to leadership.
Proficient in executing land-and-expand sales motions with $50k-$100k annual contract value (ACV).
Strong prioritization skills to efficiently manage a high volume of prospects and customers.
A passion for technology and quick adaptability to new SaaS applications.
Positive attitude with a strong commitment to customer service.
Responsibilities
Drive revenue growth through identifying upsell, cross-sell, and adoption opportunities in existing enterprise accounts.
Close multiple $50k-$100k expansion deals each month utilizing a consultative sales approach.
Develop strategic account plans and long-term roadmaps for expansion within named accounts.
Uncover additional use cases and challenges that Scribe's solutions can address for clients.
Navigate complex multi-stakeholder sales processes within client organizations.
Conduct targeted product demonstrations to highlight Scribe's capabilities relevant to expansion opportunities.
Benefits
Collaborative and innovative team environment with exceptional colleagues.
Comprehensive healthcare benefits.
Equity opportunities in a rapidly growing startup.
Flexible paid time off (PTO) policy.
401(k) retirement plan.
Parental leave for new families.
Commuter benefits for San Francisco office employees.
Work from home (WFH) stipend.
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.
