Enterprise Account Executive - Growth & Expansion

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. As an Expansion Sales Manager, 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.

Responsibilities

Proactively prospecting and generating new business within book of accounts — identifying new business units, divisions, use cases, and stakeholders who aren't yet using Similarweb; Owning the full sales cycle for both net-new and expansion opportunities: prospecting, discovery, presenting, negotiating, and closing; Meeting quarterly quotas by driving new revenue growth across territory — combining net-new logo/use-case wins with account expansion; Engaging and building relationships at the Director/C-level to uncover unaddressed pain points and build the business case for new investment; Identifying whitespace and upsell opportunities within existing accounts, and running a consultative sales process to convert them into closed revenue; Maintaining accurate forecasts and managing all pipeline and account activity in Salesforce; Partnering cross-functionally with Marketing, Sales Development, Solution Engineering, Customer Success, Contracting, and Implementation to source pipeline and navigate deals to close; Leveraging sales tech stack (Salesforce, SalesLoft, Chorus, and Similarweb itself) to drive outbound activity, accurate reporting, and productivity; Providing value-based solutions grounded in a clear understanding of each account's business goals, KPIs, and pain points

Requirements

Minimum of 5 years of experience running full-cycle, consultative sales processes for enterprise accounts, with a proven hunter mentality; Experience selling into the Retail and CPG sectors; Experience closing deals above $100k ARR; Deep experience working in MEDDPIC sales methodologies; Demonstrated track record of exceeding new business/net-new revenue targets in high-end SaaS sales, not just managing renewals; Comfortable self-sourcing pipeline and creating urgency in accounts with no active buying process; Can 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/SaaS business models; Highly collaborative, with a direct and honest approach to delivering customer success

Nice to have

Strong understanding of digital marketing trends — SEO, content marketing, PPC, social and display advertising

Benefits

Medical insurance; Dental insurance; Vision insurance; 401K plan; Potential equity; Employee stock purchase plan; Paid sick leave; Parental leave; Sales incentive plan with maximum target OTE up to $270,000; Regular team outings and happy hours; Career development opportunities