Accounts Representative, Expansion

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  Provide scalable, low-touch territory coverage by leveraging automated and digital engagement channels alongside selective direct customer interactions, operating independently with moderate guidance

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   Identify and drive expansion opportunities, including upsell, cross-sell, and new seat growth within assigned accounts or territories, applying sound judgment within defined guidelines

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  Activate and support demand generation activities through pooled marketing programs and transactional sales motions, managing day-to-day execution with limited direction

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  Manage baseline customer relationships by tracking account health, maintaining accurate pipeline and forecast visibility, and working through partners where appropriate to ensure coverage and continuity

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  Articulate and drive customer value creation by clearly communicating benefits and outcomes, adapting engagement approaches creatively to deepen customer adoption and engagement

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  Develop, maintain, and report sales forecasts and pipeline, covering seat expansions and upsell/cross-sell opportunities, following general guidance on new initiatives

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  Sales Team Collaboration Orchestrate cross-functional engagement with partners, extended sales teams, and customer success to ensure timely and consistent follow-up on identified opportunities

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  Support technical discovery by identifying complex or technical customer needs and coordinating effectively with technical specialists, sales engineers, or partners

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  Enable partner engagement by collaborating with Partner Management teams, ensuring opportunity visibility, and sharing relevant account context and data

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  Facilitate co-sell motions across regions for larger or multinational accounts, sharing best practices and contributing to consistent execution across geographies

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  Required Skills & Competencies Organizational discipline with the ability to manage time effectively, follow structured processes, and handle a high volume of accounts independently

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  Basic technical understanding sufficient to qualify customer needs and route them appropriately with minimal supervision

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  Clear and consistent communication skills, using templated and scalable outreach methods across digital and direct channels

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  Data-aware, analytical approach to prioritizing outreach, identifying growth opportunities, and flagging potential account risks

• 3–5 years of experience in inside sales, account management, customer success, or a related commercial role

• Demonstrated experience managing a book of business or assigned territory with quota or performance targets

• Experience working with CRM systems and sales reporting/forecasting tools

• Bachelor’s degree in Business, Marketing, Communications, or a related field, or equivalent practical experience
   

• Experience in a SaaS, technology, or subscription-based sales environment

• Prior exposure to partner-led or co-sell sales motions

• Experience supporting demand generation programs and digital or automated sales motions

• Strong comfort working in data-driven, high-volume sales environments

• Proven ability to collaborate effectively across sales, marketing, customer success, and partner teams
   

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