Account Executive, Customer Growth

Department: Sales

Employment Type: Full-Time

Location: Remote

Account Executive, Customer Growth 

Summary of Position 

The Account Executive, Customer Growth owns expansion revenue across an assigned portfolio of existing Malbek customers. This role combines strategic account development, executive engagement, disciplined execution, and close partnership with Customer Experience, Services, Product, Marketing, and Sales. 

The successful candidate will proactively identify and close growth opportunities ranging from smaller transactional expansions to larger strategic, multi-business-unit, and AI-driven opportunities. They will build trusted relationships with customer stakeholders, understand each account’s strategic priorities, and translate Malbek’s capabilities into measurable business value. A major priority of this role is accelerating customer adoption of Malbek’s AI portfolio, including AI Pro and BusinessIQ, by identifying real business problems where AI can create measurable commercial value. 

This is a revenue-owning role that requires strong organization, professionalism, attention to detail, and the ability to manage multiple customer priorities while maintaining a consistently high standard of customer experience. We are looking for someone who brings customer empathy, personal integrity, curiosity, and genuine passion for helping customers succeed while driving meaningful growth. 

Key Responsibilities 

• Own expansion revenue and quota across an assigned portfolio of existing Malbek customers and consistently exceed sales goals. 

• Own forecast accuracy for the portfolio, maintaining a current, data-driven view of renewal risk and expansion opportunity to support reliable quarterly and annual projections. 

• Develop strategic account plans for priority customers, including organizational mapping, executive sponsors, business-unit opportunities, purchasing history, available usage and adoption data, whitespace, and future growth potential. 

• Identify, develop, and close expansion opportunities across additional users, business units, products, integrations, AI Pro, BusinessIQ, and other Malbek offerings, translating customer business challenges into funded initiatives. 

• Manage opportunities ranging from smaller transactional expansions to complex six-figure strategic sales cycles with equal ownership and urgency. 

• Develop trusted advisor relationships with key customer stakeholders and executive sponsors, proactively expanding relationships beyond the primary day-to-day contact. 

• Navigate complex, multi-stakeholder customer environments and develop multi-threaded commercial strategies across business, legal, procurement, technology, and executive stakeholders. 

• Lead discovery conversations that uncover business problems, strategic initiatives, risk, and inefficiencies, and translate emerging AI and platform capabilities into clear customer outcomes, confidently engaging executive, technical, legal, procurement, and AI governance stakeholders. 

• Partner closely with Customer Experience to maintain strong customer relationships while preserving clear ownership of the commercial and revenue-growth motion. 

• Coordinate with Services, Solution Consulting, Product, Marketing, Finance, and other internal teams to develop and execute effective customer strategies. 

• Own the commercial process for existing-customer renewals and amendments, including accurate contracting, pricing coordination, early risk identification, and internal approvals. 

• Develop documented close strategies for significant expansion opportunities, including stakeholders, decision criteria, and required actions to advance each deal. 

• Maintain strong professional discipline across meeting preparation, follow-up, and customer commitments, and ensure accurate, complete, and appropriately reviewed proposals, pricing, and Salesforce data throughout the sales cycle. 
  
• Continuously develop knowledge of Malbek’s products, AI capabilities, CLM industry trends, competitive landscape, and customer business challenges. 

Skills and Experience 

• 7+ years of proven experience in SaaS account growth, expansion sales, or strategic account management, with a demonstrated track record of exceeding revenue targets and developing new revenue within existing enterprise accounts rather than relying solely on inbound requests. 

• Demonstrated comfort selling and positioning AI-enabled enterprise solutions, including the ability to connect emerging technology to business value, executive priorities, governance, and measurable outcomes. Direct experience selling AI, analytics, CLM, legal technology, or other emerging technology solutions is preferred. 

• Experience navigating complex B2B customers, multi-stakeholder environments, and multi-threaded commercial strategies. 

• Strong understanding of SaaS subscription models, customer lifecycle economics, value realization, and expansion strategy. 

• Ability to communicate, present, and influence stakeholders at all organizational levels, including executive and C-level audiences. 

• Strong business acumen and ability to connect product capabilities to customer outcomes, including revenue growth, operational efficiency, and risk reduction. 

• Experience managing both high-volume transactional opportunities and longer-cycle strategic enterprise sales. 

• Strong organizational skills and exceptional attention to detail across account management, commercial documentation, contracting, and CRM management. 

• Strong written and verbal communication skills, including concise executive communication and professional follow-up. 

• Demonstrated ownership mentality, sound judgment, and willingness to proactively escalate issues and seek support when appropriate. 

• Experience with Salesforce or comparable CRM platforms and proficiency with standard business productivity tools. 

• Bachelor’s degree or equivalent relevant professional experience.