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Scribe is a specialized intelligence platform used by 94% of the Fortune 500 to capture and operationalize how work happens across their organizations. The company has grown to 7 million users across 600,000 businesses since its 2019 founding and is valued at over $1B.
As an Expansion Account Executive, you will own a portfolio of approximately 50 existing enterprise customer accounts and drive net new revenue expansion. Working closely with the Customer Success team, you'll identify expansion opportunities within your accounts and close strategic deals with enterprise organizations of 1,500 to 10,000 employees. Your focus will be on helping customers adopt new products and use cases, particularly Scribe Optimize, as their workflow automation needs mature.
Key responsibilities include:
- Growing net new revenue across your book of 50 existing customer accounts
- Converting Customer Success Qualified Leads into closed expansion deals while uncovering additional whitespace
- Running the full sales cycle from discovery through close for expansion opportunities
- Building consensus across complex, multi-stakeholder buying groups within large enterprises
- Closing strategic expansion deals with an average contract value of $150K and typical sales cycles of four to six months
- Managing complex deals using structured methodologies such as MEDDPICC or SPICED
- Maintaining accurate forecasting and pipeline management in Salesforce, Gong, and Sigma
- Sharing insights to help refine and scale the expansion motion
You'll benefit from a book of existing enterprise customers already using Scribe, providing real relationships and usage data to build from. You'll work closely with Customer Success to identify where expansion opportunities originate and how they convert to deals. You'll also have the opportunity to bring a new product to market as customer needs evolve.
REQUIREMENTS:
- 5+ years of full-cycle quota-carrying experience in Larger Mid Market or Emerging Enterprise SaaS sales
- Demonstrated career progression with increasing responsibility and results year over year
- Proven ability to run complex, consultative sales cycles with multiple stakeholders and executive buyers
- Track record of finding and closing net new opportunities within existing accounts, beyond standard upselling and cross-selling
- Disciplined forecasting practices and proficiency with structured deal methodologies
- Strong questioning skills, ability to quickly learn new products and use cases, and natural partnership with Customer Success teams while maintaining commercial ownership
