Sales Manager, Enterprise Expansion

About the role

You will manage a team of Enterprise Account Executives focused on expanding Scribe's largest existing customer relationships. This role is responsible for driving forecast accuracy and establishing a repeatable expansion motion as the company scales into enterprise accounts. You will partner with cross-functional stakeholders to ensure alignment on strategic account priorities and revenue targets. A core part of this position involves embedding directly into complex, multi-stakeholder sales cycles to provide real-time support and coaching. The role demands a high level of ownership over the end-to-end expansion journey, from initial stakeholder mapping to final contract execution. You will translate customer strategy into actionable plans that unlock new value across the organization. Ultimately, you will be accountable for building a scalable framework that enables consistent expansion across a portfolio of large enterprise clients.

Key facts

What you'll do

Manage a team of Enterprise Account Executives who own and drive expansion within Scribe's largest strategic accounts.

Develop and maintain deep visibility into the expansion pipeline, ensuring rigorous forecasting and accurate deal stage progression.

Embed within enterprise sales cycles to coach Account Executives through complex, multi-stakeholder buying processes.

Analyze customer usage patterns and executive sponsors to identify expansion opportunities across product lines.

Provide hands-on support during critical deal moments, including negotiations, executive briefings, and contract discussions.

Build and refine a repeatable expansion motion that scales across a growing portfolio of large enterprise customers.

Leverage sales intelligence platforms and CRM tools to track engagement, surface risks, and maintain pipeline hygiene.

Partner with Customer Success and Product teams to align expansion initiatives with customer outcomes and product roadmaps.

Own forecast accuracy for a portfolio of multi-year, six-figure ACV deals with long and complex sales cycles.

Champion data-driven decision making by analyzing win/loss patterns and coaching based on measurable performance indicators.

Translate customer feedback into actionable insights that inform product enhancements and expansion strategies.

Act as a subject matter expert on enterprise expansion motions, influencing internal stakeholders and best practices.

Requirements

You have managed Account Executives for 5+ years, including about 3 years leading teams inside a high-growth startup environment.

You have led Enterprise Account Executives who grew revenue within strategic accounts rather than only closing net-new logos.

You have managed teams selling into organizations with 10,000+ employees and can navigate complex buying groups effectively.

You have coached Account Executives closing six-figure ARR deals, with typical deal sizes near $200K ACV and sales cycles near 90 days.

You have led teams expanding existing accounts through new products and platform sales, not renewals.

You are rigorous about forecasting, pipeline management, and deal inspection, and you build that rigor without slowing the team down.

You hold a Bachelor's degree and have demonstrated consistent performance in enterprise or complex B2B sales environments.

You are comfortable operating in a fast-paced, ambiguous startup setting while maintaining disciplined execution and documentation.

You communicate clearly with both executives and practitioners, adapting your style to influence multiple stakeholders.

You are comfortable using sales intelligence tools, CRMs, and forecasting systems to drive visibility and decision making.

Nice to have

Experience selling multi-year strategic engagements to large enterprises.

Background working with platforms that capture and structure how work happens at scale.

Familiarity with sales enablement platforms and coaching frameworks that accelerate team performance.

Track record of improving forecast accuracy and pipeline velocity in a high-growth B2B environment.

Practical notes

Work is fully remote and open to candidates across the U.S.

Equity and compensation details align with the stated ranges and terms.

Typical interview steps

Marketing interviews often include a portfolio review, a campaign exercise, and analytics questions. Candidates may be asked to plan a launch, write a brief, or improve a funnel. Some loops include a presentation. Results from past campaigns carry the most weight. Interviewers ask about specific campaigns you ran and what the numbers said. Preparing a short case of one campaign with its results is strong preparation.

Good to know

Enterprise sales in this role rely on specialized intelligence platforms that capture and structure how work happens. Sales teams typically use CRM, forecasting tools, and enablement platforms to manage complex deals. The role focuses on growing existing customer accounts through expansion rather than new logos. Coaching and hands-on deal involvement are central to managing large, multi-stakeholder sales cycles. General market motions for enterprise expansion often involve multi-year strategic engagements with large organizations.

Questions to ask

Useful questions for the interview: what a typical week looks like, how work is assigned, what tools the team uses, and how feedback works. Asking how the role has changed recently and what the team wishes it had known when joining is also reasonable. Questions about the manager's priorities are especially valued.

Career growth

Marketing careers move from associate to manager, director, and VP levels. Specializations include growth, brand, product marketing, and content. Generalists often start, then specialize as they advance. Measured impact on pipeline and revenue drives progression. Marketing careers reward measurable results and adaptability. Channel experience plus business sense usually beats a general resume.

About the company

Scribe https://scribehow. com/ is where exceptional people come to do the best work of their careers. More than 94% of the Fortune 500 use Scribe to document and scale how work gets done.