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SimilarWeb is a publicly traded (NYSE) digital intelligence platform that empowers over 4,300 global customers—including Google, eBay, and Adidas—to understand and optimize their digital strategies. The company provides unique data and insights into online behavior and performance.
You will own expansion revenue (upsell and cross-sell) across a defined portfolio of enterprise customers, reporting to the AVP of Account Management. This is a consultative, value-driven sales role focused on growing existing relationships rather than hunting new logos.
Key responsibilities:
- Build and maintain a strong pipeline through proactive outreach, account-based strategies, and multi-threaded engagement with existing enterprise accounts
- Identify and activate whitespace by mapping business units, markets, use cases, and product adjacencies within your portfolio
- Run structured discovery to uncover business pain, quantify impact, and connect SimilarWeb insights to measurable outcomes
- Lead complex, multi-stakeholder sales cycles involving VP/C-level executives, Procurement, Legal, and cross-functional teams
- Drive multi-product sales motions, expanding from core use cases into high-ROI solutions
- Maintain forecast accuracy, pipeline discipline, and CRM hygiene with high qualification standards
- Partner closely with Customer Success, Advisory Services, and Product to execute expansion plays while maintaining clear commercial ownership
- Travel regularly across EMEA to meet clients, run executive sessions, and attend industry events
You are a true enterprise seller with a consultative, value-based approach and strong commercial instincts. You are comfortable leading high-stakes conversations with senior executives and influencing decision processes. You excel at deal strategy, objection handling, and negotiation in complex environments. You are proactive and resilient, able to generate pipeline through outreach rather than relying solely on inbound or renewals. You operate with high standards around forecasting, qualification, and execution, and you are naturally curious about digital strategy, eCommerce, and marketing performance.
Requirements:
- 5+ years of experience in enterprise sales or expansion-focused roles (SaaS preferred)
- Proven track record of owning and closing upsell/cross-sell expansion revenue in a recurring revenue model
- Experience selling into large, complex organizations with multi-stakeholder buying groups
- Strong negotiation experience including Procurement and Legal involvement
- Demonstrated success in multi-product selling, whitespace mapping, and enterprise account planning
- Strong understanding of digital marketing and online growth levers (SEO, Paid Search, Display, Affiliate, Social, etc.)
- Experience with SimilarWeb, Google Analytics, Adobe Analytics, or comparable tools is a plus
- Ability to work effectively in a segmented AM/CS model, partnering closely with Customer Success
- Fluent English required
