Account Executive, Emerging Enterprise Expansion

About the role

Scribe’s Workflow AI platform continues to grow after the initial sale, and this role drives that expansion. As an Expansion Account Executive you will own a portfolio of roughly 50 existing customer accounts, work closely with Customer Success to identify expansion opportunities, and lead strategic, consultative deals with enterprise organizations of 2,500 to 10,000 employees, especially around Scribe Optimize.

Key responsibilities

• Own net new revenue growth across a book of roughly 50 existing customer accounts.
• Convert Customer Success qualified leads into closed expansion opportunities while proactively uncovering additional whitespace.
• Run the full sales cycle for expansion deals, from discovery through close.
• Navigate complex, multi‑stakeholder buying groups inside enterprise organizations ranging from 2,500 to 10,000 employees.
• Close strategic expansion opportunities averaging $150K ACV with sales cycles of four to six months.
• Apply a structured sales methodology such as MEDDPIC or SPICED to manage complex deals and keep forecasts accurate.
• Use Salesforce, Gong, and Sigma to manage pipeline, surface account insights, and share learnings to improve the expansion motion.

Required profile

• 5+ years of quota‑carrying experience in Mid‑Market or Enterprise SaaS sales.
• Demonstrated career progression with increasing responsibility and results.
• Experience running complex, consultative sales cycles with multiple stakeholders and executive buyers.
• Proven ability to find and close net‑new opportunities inside existing accounts.
• Disciplined pipeline forecasting using a structured methodology.
• Strong questioning skills, quick adoption of new products and use cases, and natural partnership with Customer Success while retaining commercial ownership.

Required skills

• Salesforce
• Gong
• Sigma
• MEDDPIC
• SPICED

What we offer

• Health, dental, and vision insurance for you and your dependents.
• Flexible paid time off and company holidays.
• 401(k) retirement plan.
• Paid parental leave.
• Daily catered lunch at the San Francisco office.
• Commuter benefits.
• Home office stipend.
• Equity participation for all full‑time employees.