Strategic Account Executive, Customer Expansion

TITLE Strategic Account Executive, Customer Expansion (Cross-Sell / Upsell) FUNCTION Enterprise Sales — installed-base growth (player-coach track) REPORTS TO Head of Sales TRAVEL Approximately 25–40% THE OPPORTUNITY

The fastest, most durable growth HRSoft has is already inside its customer base.

Enterprises rarely adopt the full breadth of a compensation platform y land with compensation planning and merit, prove the value, and then discover that incentives, long-term and alternative pay, total rewards, pay equity, and AI-driven decision support all belong on the same governed record. The distance between what a customer buys first and what it ultimately needs is the expansion opportunity — and it is substantial.

Customers are also moving targets. Growth, acquisitions and integrations, reorganizations, and new compensation strategies reshape their needs constantly — and nearly every structural change has compensation downstream of it. The sellers who win anticipate those shifts and prepare both the customer and the platform for what is coming.

HRSoft is hiring a Strategic Account Executive for Customer Expansion to convert that whitespace into growth. This is a quota-carrying expansion seller who grows existing enterprise relationships through cross-sell and upsell — multi-threading into new buying centers, building multi-year account plans, and re-selling the platform vision at every inflection point.

This is a relationship-led, strategy-heavy seat. The successful candidate partners closely with Customer Success and Account Management to turn adoption and realized value into expansion, while bringing the commercial instinct to create urgency and close. The reward is ownership of the company’s most compounding growth lever.

HRSoft is the enterprise standard for compensation management. Its platform enables organizations to plan, automate, govern, and communicate the full compensation lifecycle — from merit planning and incentive compensation to long-term incentives, equity, executive compensation, and total rewards — within a single, configurable, AI-enabled system of record.

Customers choose HRSoft for the depth of its configurability, the quality of its implementation, and a track record across some of the most complex compensation programs in the market. Backed by Gryphon Investors, HRSoft is entering its next phase of growth: expanding the platform, accelerating AI-native capability, and extending into adjacent regulated verticals.

Customers land on compensation planning. The expansion opportunity is the rest of the platform — the pay, communication, intelligence, and data capabilities that make HRSoft the compensation system of record, configured to each customer’s industry.

• Plan & model. Budgeting, with modeling and calibration for scenario-based decision support.
• Pay & reward. Pay for performance, variable compensation, and milestone bonuses.
• Long-term & alternative. Long-term incentives and equity programs.
• Communicate & engage. Total rewards communication, compensation statements, and planning tools that reach every employee.
• Platform & enablement. HRSoft Intelligence (AI), international capabilities, and the integrations that unify HRIS, finance, and CRM into one record.

Financial Services is pursued as a dedicated vertical and sits outside this installed-base map.

Matching the right capability to each customer’s business challenge is the core craft of the role.

Expansion selling here is clinical, not transactional — it begins with knowing the customer’s business better than they expect.

The Strategic Account Executive for Customer Expansion owns one outcome: growth within existing enterprise customers. The mandate is to identify whitespace, build the case for additional capability, and close expansion — working as one team with Customer Success, Account Management, Solution Consulting, and Alliances.

• Own an expansion target across a portfolio of existing enterprise customers, spanning cross-sell and upsell.
• Map account whitespace against the full platform and build multi-year expansion plans for each strategic account.
• Develop a…