Account Manager - Seattle

Scope

As a quota‑carrying Account Manager, you will drive expansion revenue across RecordPoint’s existing customer base. Partnering closely with Customer Experience (CX), you will identify, qualify, and close cross‑sell and upsell opportunities by engaging new stakeholders, uncovering unmet needs, and positioning the Data Trust Platform as a strategic solution for compliance, security, and data governance.

This role is focused on net revenue expansion — not renewals — requiring strong commercial acumen, disciplined pipeline management, and the ability to multithread within complex enterprise environments.

Drive Expansion Revenue

• Own and close cross‑sell and upsell opportunities across enterprise and mid‑market accounts in North America
• Build and maintain a qualified expansion pipeline to consistently achieve quota
• Manage full sales cycles from discovery through negotiation and close

Identify & Create Opportunities

• Partner with CX to identify buying signals, whitespace, and risk indicators within existing accounts
• Execute targeted account‑based motions (ABM) to engage new stakeholders and unlock expansion paths
• Collaborate with Marketing on campaigns targeting expansion opportunities

Engage & Influence Buyers

• Multithread across the organization, expanding beyond initial buyer personas (e.g., CISO, CDO, AI leaders)
• Develop and present outcome‑based business cases grounded in customer data (risk reduction, cost avoidance, efficiency gains)
• Work with SEs to deliver compelling product demonstrations aligned to customer priorities

Operate with Discipline

• Apply MEDDPICC to qualify deals, manage risk, and improve forecast accuracy
• Maintain Salesforce as a source of truth with accurate pipeline and forecasting hygiene
• Use sales intelligence and engagement tools to improve targeting and execution

Collaborate Cross‑Functionally

• Work in lockstep with CX to balance relationship health with commercial outcomes
• Contribute market feedback to refine messaging, positioning, and GTM strategy
• Represent RecordPoint in customer‑facing events as needed What You Bring

  Proven Expansion Seller

  • 5+ years in B2B SaaS sales with a track record of closing ARR through upsell and cross‑sell motions
  • Demonstrated success owning expansion quotas (not just renewals or relationship management)

  Enterprise Sales Capability

  • Experience multithreading and building champions across new stakeholder groups
  • Strong commercial judgment with the ability to navigate procurement, legal, and deal strategy independently
  • Skilled in negotiation and closing complex enterprise deals

  Operational Rigor

  • Disciplined pipeline and forecast management with strong Salesforce hygiene
  • Proficiency in MEDDPICC or similar qualification frameworks
  • Familiarity with modern sales tools (Salesforce, Gong, Linked In Sales Navigator)

  Customer‑Centric Communicator

  • Ability to translate technical concepts into clear business value
  • Strong discovery, listening, and storytelling skills
  • Experience building data‑driven business cases

  Mindset

  • Proactive, entrepreneurial, and highly collaborative
  • Able to work effectively alongside CX without creating friction
  • Curious, analytical, and outcomes‑focused
  Benefits
  • $150,000 - $200,000 a year (On Target Earnings)
  • Commissions are uncapped and capable of being exceeded
  • Employee Share Options as part of long‑term incentives program
  • Health, dental, and vision insurance
  • Competitive 401K matching programs
  • 20 days of Personal Paid Time Off plus recognised public holidays
  • Highly generous parental leave program

  RecordPoint is an equal opportunities employer.

  You will need to pass a police background check to be eligible for employment at RecordPoint.