Enterprise Account Executive, Expansion

About the role

The is responsible for stewarding a flagship portfolio of enterprise clients, guiding their evolution from initial adoption through to mature, large-scale deployment. This role owns the long-term relationship within complex, multi-brand organizations, identifying opportunities to deepen usage across different teams and business units. Success in this position is defined by driving account expansion, increasing wallet depth, and ensuring durable, long-term value from Algolia's solutions. This position operates within the retention and growth framework, directly contributing to account momentum and strategic expansion outcomes. The executive will navigate multi-stakeholder governance structures inherent in enterprise B2B SaaS sales and account management. A critical mandate involves orchestrating comprehensive portfolio reviews for approximately fifty high-value accounts to uncover strategic opportunities. Ultimately, this role ensures that Algolia remains integral to the client's operational and strategic fabric over extended contract lifecycles.

Key facts

What you'll do

• Conduct thorough portfolio reviews for key enterprise accounts to surface latent usage patterns and identify new deployment opportunities.
• Detect early indicators of churn risk and activate targeted retention strategies to preserve and grow existing account value.
• Architect detailed expansion pathways by meticulously mapping stakeholder ecosystems across teams and business units.
• Frame compelling commercial narratives and conduct strategic commercial conversations with finance and legal teams to facilitate cross-sell initiatives.
• Guide complex agreements through internal and external negotiations to ensure successful conclusion and alignment with enterprise standards.
• Align Algolia's product capabilities with the evolving roadmaps of enterprise clients to ensure solutions support long-term strategic objectives.
• Champion the use of analytics to monitor account health, identifying under-monetized segments and coordinating actions with Customer Success and Solutions Engineering.
• Translate complex technical architectures into clear business language to achieve shared understanding among technical and commercial stakeholders.
• Shape repeatable, scalable playbooks that convert ad hoc opportunities into systematic motions suitable for fast-paced market environments.
• Synthesize client priorities and coordinate internal corporate functions to remove obstacles and maintain momentum throughout long, complex sales cycles.
• Drive strategic account expansion by identifying cross-sell and upsell opportunities that increase wallet depth across the organization.
• Serve as the primary strategic advisor for enterprise clients, ensuring Algolia's solutions evolve with their dynamic business needs.
• Develop and execute account-specific playbooks that standardize expansion motions across a diverse portfolio of fifty plus accounts.
• Collaborate with internal stakeholders to build business cases that justify deeper integration of Algolia's platform within client organizations.
• Leverage data-driven insights to forecast expansion potential and prioritize efforts based on maximum impact and value.

Requirements

Candidates must bring a minimum of five years of experience in B2B SaaS sales or account management. This experience must include demonstrated success in managing renewals and driving expansion within accounts that involve multiple stakeholders. A proven ability to negotiate intricate, multi-year enterprise agreements is mandatory. This negotiation occurs directly with external customers and internal decision partners, including legal and finance departments. Strong collaboration skills are essential for working closely with Customer Success and Solutions Engineering teams. The executive must be adept at removing barriers and driving measurable outcomes for demanding, high-profile accounts. Comfort operating within large, matrixed organizational structures is required. The role demands strategic patience and the ability to manage extended sales cycles effectively. Additional Assets include prior experience with SaaS platforms, APIs, or developer-focused products, which provides a significant advantage in shaping client impact. An understanding of usage-based or consumption-based business models aids in articulating value propositions and structuring expansion logic. Background experience working within eCommerce or digital experience platforms accelerates the development of trust and credibility with key stakeholders. Prospective candidates should confirm specific details regarding the role on the official application page. The information provided here outlines the general scope and requirements of the position at Algolia.