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Ethena is a compliance training platform that uses AI to customize training content to each company's unique brand, roles, policies, and risks. The platform serves 1M+ learners across 2,000+ organizations with a 93% learner approval rating and 96% customer renewal rate. Ethena also offers integrated compliance tools including Hotline & Case Management, Policy Bot, and Phishing Simulator.
You will drive expansion revenue across a book of mid-market customers (750–5,000 employees). Approximately 40% of Ethena's growth comes from existing customers buying more, and this role carries significant responsibility for that expansion. You will identify upsell and cross-sell opportunities, build business cases with customer champions, and close deals. You'll work closely with Customer Success Engineers who handle onboarding and technical integration, freeing you to focus on expansion, churn prevention, and relationship building.
Key responsibilities include:
- Carry an expansion quota across a high-volume book of mid-market accounts, plus renewal and self-sourced pipeline targets
- Find and close upsells and cross-sells across Ethena's product suite by multithreading past day-to-day administrators and demonstrating fit with immediate needs
- Structure creative deals (pricing, contract buyouts, free trials) to lock in expansion
- Identify untapped spend in your book, rank accounts by revenue upside, and prioritize high-opportunity accounts
- Spot churn risk early and take action
- Run business reviews designed to open the next deal, using ROI to engage Compliance, Legal, and HR budget holders
- Leverage regulatory changes and compliance trends to create urgency
- Share best practices and help shape the expansion playbook
This is a quota-carrying role with a 70/30 base-to-variable split and accelerators for multi-year deals and above-target performance. You will report to Akhila Iruku, VP Customer Success.
Ethena is a fully remote, US-based organization with all team meetings scheduled to accommodate North American time zones. The company is committed to fair and equitable compensation with a no-negotiation policy.
REQUIREMENTS:
- Proven track record carrying and beating an expansion or upsell quota selling into mid-market companies (750–5,000 employees); must be able to walk through attainment
- Strong ability to multithreading, value realization, pricing strategy, and securing leadership buy-in to grow accounts
- Quota-driven mindset with focus on closing deals quickly; quarterly targets energize you
- Ability to build business cases and find budget to move deals forward; champions actively seek your advice
- Fast learner who keeps pace with constant product changes and spots new expansion opportunities
- Ability to manage 90+ renewals and open opportunities simultaneously while prioritizing effectively
- Disciplined Salesforce hygiene and pipeline management
- Builder mentality; willing to identify and fix gaps in playbooks
- Preference for pipeline building and negotiation over technical deep-dives
