Expansion Account Executive

The Role

As an Expansion Account Executive at Safety Culture, you'll partner with an established portfolio of customers to help them maximize the value of their investment while identifying opportunities to grow their partnership with us. Rather than focusing primarily on new customer acquisition, you'll drive revenue through strategic account expansion, cross-sell, upsell, and multi-product adoption.

Success in this role comes from building trusted relationships, understanding your customers' evolving business priorities, and uncovering opportunities to expand Safety Culture's footprint across additional teams, departments, and business units. You'll work closely with Customer Success, Product, Marketing, and Leadership to deliver exceptional customer outcomes while consistently achieving your growth targets.

• Equity with high growth potential, and a competitive salary
• Flexible working arrangements: encourage you to create the best work blend while working from home and local Safety Culture office
• Access to professional and personal training and development opportunities (Hackathons, Workshops, Lunch & Learns)
• Encouragement to involve in the community, open-source work, attending talks and events, and experimenting with new technologies
• EAP services and generous parental leave policy
• Quarterly celebrations and team events, including the annual Shiplt! global offsite
• Table tennis, board games, gym sessions, book club, and pet-friendly offices.

• Own and grow a portfolio of existing customer accounts, driving expansion revenue through upsell, cross-sell, and multi-product adoption while consistently achieving quarterly revenue targets.
• Identify and execute strategic account growth opportunities by uncovering new business units, use cases, and stakeholders within existing customers.
• Build and strengthen executive-level relationships across customer organizations, becoming a trusted advisor who understands their long-term operational and business objectives.
• Develop account plans that increase product adoption, customer value, and long-term retention while expanding annual recurring revenue (ARR).
• Partner with Customer Success to identify expansion opportunities throughout the customer lifecycle and ensure a seamless customer experience from onboarding through renewal and growth.
• Conduct both in-person and virtual business reviews, product demonstrations, and executive presentations tailored to each customer's evolving business needs.
• Collaborate closely with Product, Marketing, Legal, Customer Success, and Support teams to remove barriers, drive customer outcomes, and accelerate account growth.
• Represent Safety Culture at customer events, executive briefings, industry conferences, and user groups to strengthen relationships and identify expansion opportunities.
• Act as the voice of the customer by providing meaningful feedback that influences product innovation, roadmap priorities, and customer experience initiatives.
• Maintain accurate forecasting, account plans, opportunity management, and customer activity within Salesforce to ensure predictable pipeline management and revenue forecasting.

• Proven success in SaaS Account Management or Expansion Sales with a strong track record of growing existing customer accounts through upsell, cross-sell, and strategic account development.
• A consultative, relationship-first sales approach with the ability to build trust, uncover business challenges, and align solutions to long-term customer objectives.
• Demonstrated success managing executive and C-level relationships while navigating complex stakeholder environments.
• Experience developing strategic account plans that increase customer adoption, product utilization, and recurring revenue.
• Strong commercial acumen with experience negotiating expansion opportunities, contract growth, and multi-year agreements.
• Confidence identifying whitespace opportunities within existing customers and expanding relationships across multiple departments and business units.
• Exceptional organizational and forecasting skills, with the ability to manage a portfolio of strategic accounts while maintaining accurate pipeline visibility.
• Excellent communication and cross-functional collaboration skills, partnering effectively with Customer Success, Product, Marketing, and Leadership to maximize customer growth and retention.

We're committed to building inclusive teams and cultivating a sense of belonging so our people can bring their whole authentic selves to work each day. We seek to make reasonable adjustments throughout our recruitment process to create an even playing field for all candidates. We are proud of a culture recognized as a Best Place to Work in Australia, the US and the UK.