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Phocas Software is a profitable, growing SaaS company scaling from $70M toward $250M ARR with a loyal customer base and category-leading product. The Expansion Sales – Majors Account Manager drives commercial partnerships, revenue expansion, and executive alignment across the customer portfolio.
This role focuses exclusively on expansion within existing accounts—growing usage and value through cross-sell, upsell, and new product adoption. Contract renewals are handled by other teams. You will own the commercial relationship with major accounts, convert Customer Success Qualified Leads (CSQLs) into revenue opportunities, and position Phocas as a long-term strategic partner.
Key Responsibilities:
- Own and manage a portfolio of existing customer accounts, driving expansion revenue through strategic initiatives
- Consistently meet and exceed monthly and annual expansion revenue targets
- Identify and lead upsell, cross-sell, and license growth opportunities
- Convert CSQLs into pipeline opportunities and manage pricing discussions and contract negotiations
- Build and maintain strong relationships with senior customer stakeholders
- Lead Executive Business Reviews (EBRs) to align Phocas solutions with customer business outcomes
- Deliver accurate forecasts and pipeline reporting for leadership visibility
- Collaborate closely with Customer Success teams to support adoption, risk identification, and renewal success
- Deliver tailored product demos and value-based pitches aligned to buyer pain points
- Stay informed on Phocas products, industry trends, and evolving customer needs
You will report to the AM Market Lead and work in close partnership with Customer Success Managers, BDRs, Account Executives, Marketing, Product, and Support teams. This role has no direct reports but plays a central role in orchestrating internal resources around customer success and growth.
Phocas offers 5 weeks paid vacation, workplace pension, competitive pay with profit-sharing opportunity, strong work-life balance, and access to advanced training materials 24/7.
Requirements:
- Proven track record of achieving commercial targets and managing full sales cycles
- Strong commercial acumen with confidence in pricing and negotiation discussions
- Excellent relationship-building and communication skills across executive and operational stakeholders
- Ability to translate customer challenges into clear solution value
- Highly organized and capable of managing multiple accounts simultaneously
- Proactive, curious, and customer-first mindset with resilience under pressure
- Passion for technology, learning, and alignment with company values
