Enterprise Sales Account Executive

About the role

• We are seeking an experienced Senior Account Manager to join TopQuadrant's customer success organization. This role will lead account management activities, focusing on customer up-sell, expansion, and successful migration of legacy customers to new licensing models. The ideal candidate will have a proven track record of growing enterprise SaaS accounts and building strong customer relationships.

What you'll do

Strategic Account Management

• Develop and execute strategic account plans to drive customer adoption, satisfaction, and revenue growth
• Lead in-account expansion activities, including identification and cultivation of new business opportunities within existing accounts
• Guide customers through the adoption and optimization of TopQuadrant's product portfolio
• Manage the conversion of legacy customers to new licensing models, ensuring minimal disruption and maximum value realization

Revenue Growth and Expansion

• Drive expansion revenue across multiple categories: license expansions (seat/usage increases), product cross-sells (accelerators, collections, connectors), service upgrades (premium support packages), new team adoptions within existing accounts
• Build and execute cross-sell strategies to increase product penetration within accounts
• Identify and close "down the hall" sales opportunities with new teams and departments

Team Leadership

• Establish best practices for account management activities and expansion strategies
• Develop and implement frameworks for measuring account health and expansion potential
• Guide the team in creating effective account plans and expansion strategies
• Mentor team members on successful cross-sell and upsell techniques

Product and Customer Success

• Maintain deep knowledge of TopQuadrant's product portfolio, including accelerators, collections, connectors, and premium support offerings
• Partner with Customer Success to ensure high customer satisfaction and product adoption
• Collaborate with Product teams to provide customer feedback and market insights
• Drive successful customer outcomes through proper solution positioning and implementation

Qualifications

• 5+ years of experience in Enterprise Account Management, B2B SaaS Sales, or Strategic Account Management.
• Proven track record of consistently meeting or exceeding expansion and retention targets.
• Experience navigating complex enterprise organizations, C-suite stakeholders, and multi-year renewals.
• Strong understanding of SaaS business models, account planning, and value-based selling.
• Excellent negotiation, presentation, and communication skills.
• Bachelor’s degree in Business, Marketing, or a related field (or equivalent experience).

Working at TQ, best exemplified by our values

• Possibility (aka the “Why Not” mentality): We embrace new ideas and ways of thinking because we never let an opportunity to “level up” pass us by. Piloting and testing good ideas will keep us learning. In general, moving faster is better.
• Humility (aka “Gate check your baggage”): Best ideas win. We check our assumptions and our egos at the door. Titles, the “the way things were,” or “should have been” just don’t matter. The best ideas focus on the greater good. When in doubt, customers (and customer value) know best.
• Ownership: Finish lines matter. We expect ourselves and each other to step up and own processes and outcomes to completion. We give credit, let decision makers decide, ask for and give feedback, point fingers inward first, examine every cost, and never make excuses because that’s what makes great teams great.
• Partnership: Customers value us because we provide them with superpowers they’ve never had. We do not simply provide a product or service; we engage as equal partners in their solution. We influence the outcome and express our expertise and opinions unapologetically. And when we succeed, we share in the value we deliver because we value our time, our technology, and ourselves.
• Teamwork:  Be the person you’d want to work with. Build each other up.

Why join us

• Salary – Our philosophy is to pay competitively, as we want our team focusing on ways to help TopQuadrant win, while feeling comfortable with their compensation.
• Annual Bonus - When the company does well, we all should share, not just in long term
• value, but today.
• Equity – You’re joining a growth technology company, and as a team member your ability to make a positive impact is important. We want to provide an opportunity for employees to share in the financial success of the organization. We’ve gathered market data to help us arrive at a generous equity plan.
• Benefits - We offer a competitive benefits package including Medical, Dental, Vision, Short and Long Term Disability, Company Paid Life Insurance, Paid Time-Off, and a 401K plan. We also offer parental leave.
• Vacation and Holidays - You will be eligible to participate in an Open PTO policy, we recommend you take at least 15 days per year, in addition to 14 observed company holidays.