Senior Account Manager, Growth & Expansion
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AI Summary
About Us
Work a four-day week from anywhere for a company where people genuinely believe in what they do. Wonderlic leads the way in fair, predictive science to create a world where everyone finds and thrives in their best job—and that starts with you. We expertly combine our science-based assessment expertise with I-O psychology, machine learning, and artificial intelligence to deliver evidence-based insights that empower smarter employment decisions. Our simple, intuitive assessment tools help sophisticated HR teams identify top applicants, predict on-the-job performance, and ensure our own team is engaged and equipped to do their best work.
Wonderlic has always championed progressive, sustainable approaches that allow people to excel professionally while living balanced, fulfilling lives. Here are some of the ways we do that:
- Work from anywhere in the United States
- Four-day work week
- Generous PTO plus a paid company shutdown from 12/24 to 1/1
- Benefits include medical, dental, vision, 401k with matching, paid new parent leave
What Sets Us Apart:
- Scientific Precision: We apply rigorous scientific methodologies to develop assessments that accurately gauge individuals' potential and fit within various organizational contexts.
- Innovation: Our dedication to continuous improvement drives us to explore cutting-edge techniques and technologies, ensuring our assessments remain at the forefront of talent assessment.
- Impactful Solutions: By integrating I-O Psychology principles into our processes, we deliver solutions that not only meet the immediate hiring needs of organizations but also contribute to long-term success and retention.
Overview:
Wonderlic is seeking a Senior Account Manager, Growth & Expansion to drive revenue growth within our existing customer base. This role is responsible for creating and closing cross-sell and expansion opportunities, with a primary focus on expanding cross-sell of Wonderlic Develop. We are building a revenue engine grounded in value-based selling—where every conversation connects talent decisions to measurable business outcomes such as performance, retention, and productivity.
This is not a renewal role—you will partner closely with Customer Success Managers (CSMs), who own retention and account health, while you focus on identifying, creating, and closing new revenue opportunities within existing accounts.
This role requires the mindset and skillset of a top-performing Account Executive, applied within an existing customer base. You will operate as a strategic seller inside the install base, bringing a strong point of view on how customers can solve critical business challenges related to hiring, development, and workforce performance.
Your Impact:
As a Senior Account Manager, Growth & Expansion, you will drive measurable revenue growth within our existing customer base by identifying, creating, and closing cross-sell opportunities. You will turn existing relationships into strategic growth engines—expanding adoption of Wonderlic solutions by connecting talent decisions to business outcomes such as retention, performance, and productivity. Your success will directly impact net revenue retention, product adoption, and long-term customer value.
What You’ll Do:
- Pipeline Creation: Proactively prospect into existing accounts across SMB, Mid-Market, and Enterprise segments. Identify new stakeholders, departments, and use cases within existing accounts to uncover cross-sell opportunities. Leverage internal signals (product usage, hiring trends, organizational changes) to trigger expansion plays. Generate pipeline independent of Customer Success; CS is a strategic partner, not the primary source of opportunities.
- Value-Based Selling & Opportunity Creation: Lead strategic discovery conversations that uncover organizational pain and quantify business impact. Connect customer challenges to measurable outcomes (e.g., turnover cost, productivity gaps, time-to-performance). Align solutions to broader business objectives and executive-level KPIs. Position Wonderlic solutions using a value-based approach—avoiding feature-led selling.
- Sales Cycle Management: Manage opportunities through the sales cycle (discovery → solution alignment → business case → close) while navigating multi-stakeholder buying groups (HR, TA, L&D, Executives, etc.). Maintain accurate forecasting and pipeline hygiene in Salesforce.
- Collaboration & Team Selling: Collaborate closely with CSMs to align on account strategy and expansion opportunities; maintain a unified narrative across retention and growth conversations. Ensure strong customer experience across the lifecycle
- Market Insight: Maintain strong knowledge of new and existing product offerings, industry trends, new developments, and current competitive conditions within the marketplace.
- Leverage Curiosity: Leverage your curiosity about our products, industry, and the marketplace to build and maintain strong knowledge, enabling you to offer strategic insights and solutions to our customers
What Success Looks Like:
- Consistently achieve or exceed expansion quota
- Maintain 3–5x pipeline coverage driven by self-sourced opportunities
- Demonstrate strong conversion from discovery → close
- Lead executive conversations that elevate from product to business impact
- Expand relationships across multiple stakeholders and functions
- Operate in tight alignment with Customer Success while maintaining clear ownership of revenue outcomes
What We’re Looking For:
Skills & Capabilities
- Exceptional discovery skills—ability to uncover and monetize customer pain
- Strong executive presence and ability to influence senior stakeholders
- Skilled in negotiation and closing
- Ability to manage complex, multi-threaded deals
- Data-driven and comfortable using CRM tools (Salesforce)
Mindset
- Hunter mentality within accounts—you don’t wait for opportunities, you create them
- Strategic thinker who connects product capabilities to business outcomes
- Highly accountable with strong ownership of pipeline and results
- Comfortable challenging customer assumptions and reframing problems to elevate the conversation
- Thrives in a fast-paced, evolving environment
- Naturally curious and creative in your approach to solving problems
Qualifications:
- 5-10+ years of experience in B2B SaaS subscription-based sales, account management, or expansion roles.
- Proven track record of closing cross-sell / expansion deals
- Experience owning a quota and full sales cycle
- Experience selling to SMB, Mid-Market organizations, and Enterprise experience is a plus
- Experience selling into HR, Talent, or business leadership stakeholders preferred
- Experience selling in HR Technology sector, ideally in pre-employment assessment, employee development, or disruptive technology.
Target Total Compensation: This position offers OTE of $160,000 to $180,000, split between a base salary and uncapped commissions.
Our Policy
Affirmative Action Plan/Equal Employer Opportunity (AAP/EEO) Statement: Research suggests that both the confidence gap and imposter syndrome can make members of some groups (including women, members of the LGBTQIA+ and BIPOC communities, and candidates of less traditional age, education, or background) less likely to apply for jobs when they don’t meet 100% of the qualifications. At Wonderlic, we are in the business of identifying potential, and we encourage all interested candidates to apply.
Wonderlic is proud to be an equal employment opportunity/affirmative action employer. Here, diversity is valued and celebrated, and this is what makes us such a successful team. Wonderlic does not discriminate in employment on the basis of race, color, religion, gender, gender identity, pregnancy status, national origin, sexual orientation, marital status, disability, genetic information, age, parental status, military/veteran status, or any other factor protected by law.
In addition, we will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, perform essential job functions, and receive other benefits and privileges of employment. Please get in touch with us at jobs@wonderlic.com to request an accommodation.
Disclaimer: This job description is not designed to include a comprehensive list of duties and responsibilities that are required of the employee. Duties and responsibilities may change or be assigned at any time, with or without notice.
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