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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. Founded in 2019, the company has grown to 7 million users across 600,000 businesses, is valued at over $1 billion, and is backed by leading investors.
As an Expansion Account Executive, you will own a portfolio of approximately 55 existing customer accounts and drive net new revenue by identifying expansion opportunities within these relationships. You'll work closely with the Customer Success team to uncover where large customers are ready to adopt new products and use cases, particularly Scribe Optimize, as their workflow automation needs mature.
Key responsibilities include: owning net new revenue growth across your book of accounts; converting Customer Success Qualified Leads into closed expansion opportunities while proactively identifying whitespace; running the full sales cycle from discovery through close; navigating complex, multi-stakeholder buying groups within enterprise organizations of 1,500–5,000 employees; closing strategic expansion deals averaging $75K ACV with typical sales cycles of 2–5 months; applying structured sales methodologies (MEDDPIC or SPICED) to manage complex deals and maintain forecast accuracy; and using Salesforce, Gong, and Sigma to manage pipeline and surface insights.
You should have 4+ years carrying quota in Mid-Market B2B SaaS or similar environments, with a career trajectory showing increasing responsibility and results year over year. You excel at running complex, consultative sales cycles with multiple stakeholders and executive buyers, and you know how to identify and close net new opportunities within existing accounts—not just manage upsells and cross-sells. You forecast with discipline, ask sharp questions, pick up new products quickly, and partner naturally with Customer Success while maintaining ownership of commercial outcomes.
This role is not a fit if you prefer traditional Account Management or Customer Success focused on renewals, prefer managing existing relationships over finding and closing new opportunities, or want a highly structured environment rather than helping build and refine an evolving sales motion.
