Account Representative, Territory

Role Summary

The Account Representative, Territory provides scalable, low‑touch sales coverage across a defined customer territory. This role focuses on identifying and driving expansion opportunities, supporting demand generation activities, and maintaining account health. The Account Representative operates independently for day‑to‑day execution, while receiving guidance at critical decision points, and collaborates closely with partners and extended sales teams to deliver consistent customer value.

• Provide scalable, low‑touch coverage across assigned territories using automated engagement channels and targeted direct outreach, operating independently with moderate guidance.
• Manage a high volume of accounts while maintaining visibility into account health, activity, and engagement levels.

• Identify and drive upsell, cross‑sell, and new buyer seat expansion opportunities within assigned accounts, exercising sound judgment within defined sales guidelines.
• Articulate customer value and recommend tailored engagement approaches to deepen adoption and expand usage.

• Activate and support demand generation initiatives through pooled marketing programs and transactional sales motions with minimal day‑to‑day direction.
• Develop, maintain, and report accurate sales forecasts and pipeline data for seat expansion and upsell/cross‑sell opportunities.

• Coordinate with partner sales leadership, customer success teams, and extended sales stakeholders to ensure timely follow‑up and consistent customer experiences.
• Identify technical or complex customer needs and route them to sales specialists, technical teams, or partners using data‑driven judgment.
• Support partner‑led sales and enablement efforts by providing visibility, context, and supplemental data to Partner Management teams.
• Facilitate cross‑regional collaboration for larger or multinational accounts and share best practices across teams and geographies.

• Organizational Discipline:
  Ability to manage time effectively, follow structured sales processes, and handle large account volumes with limited supervision.
• Technical Acumen:
  Solid technical understanding sufficient to qualify customer needs and route opportunities appropriately.
• Scalable Communication:
  Consistent use of templated, repeatable engagement methods while applying best practices in practical situations.
• Data‑Driven Judgment:
  Uses data and insights to prioritize outreach, identify growth or risk signals, and select appropriate engagement strategies.

• 3–5 years of experience in sales, account management, inside sales, or customer‑facing commercial roles.
• Demonstrated experience managing a territory or book of business with multiple accounts.
• Experience identifying and closing upsell or cross‑sell opportunities in a structured sales environment.
• Comfort working in data‑driven sales motions using CRM and pipeline management tools.
• Strong communication and relationship‑building skills across internal teams, partners, and customers.

• Experience in SaaS, technology, or subscription‑based business models.
• Prior exposure to partner‑led or co‑sell sales motions.
• Experience supporting demand generation or marketing‑led sales programs.
• Familiarity with territory‑based sales coverage models and scalable engagement strategies.
• Ability to support global or cross‑regional accounts in a matrixed organization.

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