Account Executive, Expansion

Responsibilities

• Own expansion revenue across an assigned EMEA portfolio. Manage upsell and cross-sell opportunities from discovery and qualification through proposal, negotiation and close.
• Build a proactive expansion pipeline. Use customer goals, adoption signals, account changes and conversations with Customer Success to identify and prioritise opportunities.
• Sell against a specific business problem. Understand the customer’s current workflow, what isn’t working, who is affected and why solving it matters now.
• Develop relationships beyond the original buyer. Engage founders, ecommerce leaders, marketing teams, finance stakeholders and other decision-makers where relevant.
• Build credible business cases. Connect the proposed investment to outcomes the customer values, using agreed evidence and clear assumptions rather than broad promises.
• Partner closely with Customer Success. Coordinate account plans and outreach, distinguish adoption problems from genuine expansion opportunities and avoid conflicting customer conversations.
• Run relevant demonstrations and evaluations. Work with Solutions and product specialists to show how the proposed solution addresses the customer’s agreed priorities.
• Manage the commercial process. Confirm budget, decision-makers, procurement requirements and timelines; maintain clear next steps and accurate forecasts.
• Support a clean transition after the sale. Document the agreed scope, customer expectations and success criteria so implementation and adoption can follow.
• Improve the EMEA expansion motion. Share recurring customer needs, objections and buying patterns with Sales, Customer Success, Marketing and Product

Requirements

• Experience in quota-carrying B2B SaaS sales, expansion or commercial account management.
• A track record of growing existing accounts through proactive selling, not only processing renewals or inbound upgrades.
• Strong discovery skills: you can move from a feature request to the underlying business problem and qualify whether there is a real opportunity.
• Confidence managing a full sales cycle, including demonstrations, business cases, negotiation and closing.
• The ability to build relationships with both day-to-day users and senior budget holders.
• Sound commercial judgement. You know when to pursue an opportunity, when to involve a specialist and when a customer needs support before another sales conversation.

Preferred

• Experience selling ecommerce, marketing technology, analytics or AI software.
• Familiarity with the commercial metrics ecommerce teams use, including customer acquisition cost, return on ad spend, lifetime value and profitability.
• Additional languages relevant to the assigned EMEA territory.

What You’ll Bring

Experience managing a portfolio, prioritising your time and keeping CRM records and forecasts accurate.

Nice to have

Triple Whale is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.

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