Account Executive, Emerging Enterprise Expansion

About the role

Scribe is where exceptional people come to do the best work of their careers. More than 94% of the Fortune 500 use Scribe to own their specialized intelligence: the unique way their teams work, decide, and get things done. As an Expansion Account Executive, you will own a portfolio of roughly 50 existing customer accounts and turn them into net new revenue, working closely with Customer Success to identify where our largest customers are ready to expand. You will spend most of your time on strategic, consultative deals with enterprise organizations of 2,500 to 10,000 employees, helping them adopt new products and use cases, especially Scribe Optimize, as their workflow automation needs mature. You will run the full sales cycle for expansion deals, from discovery through close, applying a structured sales methodology such as MEDDPIC or SPICED to manage complex deals and keep forecasts accurate. This role requires you to convert Customer Success Qualified Leads into closed expansion opportunities while proactively uncovering additional whitespace across your accounts. You will use Salesforce, Gong, and Sigma to manage pipeline and surface account insights, and share what you learn to help improve the expansion motion as we scale.

Key facts

What you'll do

• 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 across your accounts.
• 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 typically running 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 and surface account insights.
• Share what you learn to help improve the expansion motion as we scale.
• Drive adoption of new products and use cases, especially Scribe Optimize, within mature workflow automation environments.
• Partner with Customer Success to identify expansion signals while retaining ownership of the commercial outcome.
• Uncover new expansion vectors inside existing relationships through consultative discovery and value validation.
• Maintain disciplined pipeline forecasting and quota attainment in an evolving sales motion.
• Surface account intelligence and feedback to product and GTM teams to inform roadmap and positioning.
• Prioritize and manage a high volume of enterprise opportunities with precision and consistent follow-through.
• Contribute to the refinement of the expansion sales motion by testing hypotheses and iterating on playbooks.

Requirements

• Has carried a quota in Mid Market or Enterprise SaaS sales for 5+ years.
• Has a career that has moved in one direction: more responsibility, better results, year over year.
• Has run complex, consultative sales cycles with multiple stakeholders and executive buyers.
• Knows how to find and close net new opportunities inside an existing account, not just manage upselling and cross selling.
• Forecasts a pipeline with discipline and uses a structured methodology to navigate complex deals.
• Asks sharp questions, picks up new products and use cases fast, and partners naturally with Customer Success without losing ownership of the commercial outcome.
• Is comfortable working remotely within the U.S. time zones and based in major metros nationwide, with a preference for candidates on the East Coast.
• Is eligible for full-time employment and able to commit to a full-time schedule in this role.
• Understands that final offers depend on experience and scope, and that equity is provided to all full-time employees.
• Is prepared to handle a sales motion that is still evolving and to help build the process as it scales.

Practical notes

This role is fully remote, with a requirement to be based permanently in the U.S. The position requires availability during U.S. East Coast preferred hours, though exceptional candidates in major metros nationwide are considered. There is no specified limit on travel or specific visa sponsorship details in the provided source, and the compensation details note that salary varies by location with equity included. All full-time employees receive benefits including health, dental, and vision insurance, flexible paid time off, company holidays, 401(k), paid parental leave, daily catered lunch at the SF office, commuter benefits, and a home office stipend. The role involves strategic, consultative selling to enterprise organizations and relies on using CRM, analytics, and enablement tools to drive expansion outcomes.