Strategic Account Executive, Expansion & Renewals

This position is listed on behalf of a partner company, who manages all applications and next steps. Our partner is looking for a Strategic Account Executive, Expansion & Renewals based in United States.

This is a high-impact enterprise sales role focused on growing and protecting a strategic portfolio of approximately 60 named accounts. You will own renewal strategy, commercial negotiations, and expansion opportunities across complex organizations with sophisticated buying structures. The role combines consultative selling, account strategy, executive engagement, and disciplined pipeline management. You will partner closely with Customer Success, Solutions Engineering, Sales, Legal, Finance, and Deal Desk teams to drive customer value and commercial outcomes. Success requires strong technical curiosity, particularly around SaaS, APIs, developer-focused products, and the evolving AI landscape. You will operate with significant autonomy in a high-growth environment, building scalable processes while taking full ownership of your book of business.

Accountabilities:

• Own a portfolio of approximately 60 strategic, named enterprise accounts, developing account strategies that protect recurring revenue, strengthen customer relationships, and identify opportunities for sustainable growth.
• Lead all commercial conversations across your portfolio, including contract negotiations, renewals, pricing discussions, and expansion opportunities, serving as the primary owner of renewal strategy and execution.
• Proactively manage account health by monitoring customer usage and engagement signals, identifying risks early, developing mitigation strategies, and partnering with Customer Success and Solutions Engineering to assess account trajectories.
• Identify and develop expansion opportunities across customer divisions, business units, and subsidiaries by understanding organizational structures, business priorities, technical environments, and potential areas for broader adoption.
• Navigate complex internal processes involving Legal, Finance, Deal Desk, and other stakeholders to keep negotiations, contracts, renewals, and expansions progressing efficiently and predictably.
• Collaborate with Strategic New Business Account Executives on expansion opportunities through an overlay model while maintaining ownership of all renewal activity and the overall commercial strategy for assigned accounts.
• Maintain disciplined management of multiple concurrent renewal and expansion pipelines, ensuring deadlines, commitments, risks, and next steps are clearly tracked and nothing falls through the cracks.
• Build repeatable sales processes, account-management approaches, and playbooks in an evolving environment, documenting successful practices and continuously refining sales motions as the business grows.
• Conduct thorough account and industry research before customer interactions, using specific business insights to develop relevant questions, uncover needs, and create differentiated conversations.
• Translate technical product capabilities and security or technology considerations into meaningful business outcomes for both technical audiences, such as engineers and architects, and business stakeholders, such as eCommerce and merchandising leaders.
• Take ownership of at-risk renewals by coordinating stakeholders, identifying root causes, developing strategic recovery plans, and working proactively to protect customer relationships and revenue.

Requirements:

• Bring 7+ years of B2B SaaS sales or account management experience with direct responsibility for renewals and expansion, preferably within complex enterprise environments.
• Demonstrate at least 3 years of experience managing and closing multi-million-dollar deals, with a proven record of navigating complex commercial negotiations and high-value buying processes.
• Have strong experience negotiating commercial contracts with customers and collaborating effectively with internal Legal, Finance, Deal Desk, and other stakeholders to move transactions forward.
• Have experience selling SaaS, APIs, infrastructure, or developer-focused products and possess enough conceptual understanding of APIs and modern technology platforms to engage credibly with technical buyers.
• Demonstrate strong conceptual fluency with artificial intelligence and an active willingness to learn and apply emerging AI concepts, tools, and technologies.
• Have a track record of success in complex, consultative enterprise sales involving matrixed decision-making structures and multiple business and technical stakeholders.
• Be exceptionally organized, with effective systems and processes for managing large, concurrent pipelines of renewals, expansions, negotiations, and customer priorities.
• Demonstrate strong cross-functional collaboration skills and experience partnering with Customer Success, Solutions Engineering, Sales, and internal operational teams.
• Bring experience working in startup or high-growth environments where priorities evolve quickly and detailed direction may not always be available.
• Be highly self-directed, resilient, and comfortable operating with ambiguity while maintaining strong ownership and accountability for commercial outcomes.
• Be an effective communicator who can adapt messaging across executive, business, and highly technical audiences and translate complex technical concepts into clear business value.
• Nice-to-have experience includes selling search, commerce, eCommerce, or other technical products to technical buyers; selling usage- or consumption-based SaaS; working with search-focused system integrators; or expanding relationships across divisions and subsidiaries within large enterprise accounts.

Benefits:

• On-target earnings of $296,000-$320,000 USD, with the exact compensation package depending on location, job-related knowledge, technical skills, and experience.
• Flexible workplace model with remote work available within the United States for roles designated as remote.
• Equity participation through employee stock opportunities.
• Flexible time off, paid company holidays, and paid sick time.
• Gender-neutral parental leave and grandparent leave.
• Medical, dental, and vision insurance coverage.
• 401(k) retirement plan with company matching.
• Life and disability insurance, plus health and dependent care FSAs.
• Voluntary hospital, accident, and critical illness insurance options.
• Employee Assistance Program and prepaid legal services.
• Nationwide pet insurance and cancer care support.
• Global business travel medical insurance.
• Home office allowance and mobile phone reimbursement.
• Wellness coaching and gym/wellness reimbursement.
• Fertility coverage and adoption and surrogacy reimbursement.
• Opportunity to work in a high-trust, autonomous environment with significant ownership over strategic customer relationships and commercial growth.
• Exposure to AI, technical SaaS, enterprise technology, and complex strategic accounts within a fast-growing environment.
• A culture emphasizing grit, trust, candor, care, humility, autonomy, collaboration, and continuous learning.