Scope

As a quota-carrying Account Manager, you will drive expansion revenue across RecordPoint’s existing customer base. Partnering closely with Customer Experience (CX), you will identify, qualify, and close cross-sell and upsell opportunities by engaging new stakeholders, uncovering unmet needs, and positioning the Data Trust Platform as a strategic solution for compliance, security, and data governance.

This role is focused on net revenue expansion — not renewals — requiring strong commercial acumen, disciplined pipeline management, and the ability to multithread within complex enterprise environments.

What You’ll Do

Drive Expansion Revenue

• Own and close cross-sell and upsell opportunities across enterprise and mid-market accounts in North America
• Build and maintain a qualified expansion pipeline to consistently achieve quota
• Manage full sales cycles from discovery through negotiation and close

Identify & Create Opportunities

• Partner with CX to identify buying signals, whitespace, and risk indicators within existing accounts
• Execute targeted account-based motions (ABM) to engage new stakeholders and unlock expansion paths
• Collaborate with Marketing on campaigns targeting expansion opportunities

Engage & Influence Buyers

• Multithread across the organization, expanding beyond initial buyer personas (e.g., CISO, CDO, AI leaders)
• Develop and present outcome-based business cases grounded in customer data (risk reduction, cost avoidance, efficiency gains)
• Work with SEs to deliver compelling product demonstrations aligned to customer priorities

Operate with Discipline

• Apply MEDDPICC to qualify deals, manage risk, and improve forecast accuracy
• Maintain Salesforce as a source of truth with accurate pipeline and forecasting hygiene
• Use sales intelligence and engagement tools to improve targeting and execution

Collaborate Cross-Functionally

• Work in lockstep with CX to balance relationship health with commercial outcomes
• Contribute market feedback to refine messaging, positioning, and GTM strategy
• Represent RecordPoint in customer-facing events as needed

What You Bring

Proven Expansion Seller

• 5+ years in B2B SaaS sales with a track record of closing ARR through upsell and cross-sell motions
• Demonstrated success owning expansion quotas (not just renewals or relationship management)

Enterprise Sales Capability

• Experience multithreading and building champions across new stakeholder groups
• Strong commercial judgment with the ability to navigate procurement, legal, and deal strategy independently
• Skilled in negotiation and closing complex enterprise deals

Operational Rigor

• Disciplined pipeline and forecast management with strong Salesforce hygiene
• Proficiency in MEDDPICC or similar qualification frameworks
• Familiarity with modern sales tools (e.g., Salesforce, Gong, LinkedIn Sales Navigator)

Customer-Centric Communicator

• Ability to translate technical concepts into clear business value
• Strong discovery, listening, and storytelling skills
• Experience building data-driven business cases

Mindset

• Proactive, entrepreneurial, and highly collaborative
• Able to work effectively alongside CX without creating friction
• Curious, analytical, and outcomes-focused