Expansion Account Executive
Workable
Workable is a leading provider of recruiting and HR technology, trusted by over 30,000 organizations worldwide. Our mission is to deliver fast, collaborative, and human-centric solutions that empower companies to find and manage their people efficiently. With a vibrant, inclusive culture and a global presence, Workable offers a purpose-driven environment where you can make a significant impact.
As an Expansion Account Executive based in Boston, you will play a pivotal role in driving revenue growth by expanding relationships with our existing customer base. You will focus on strategic upsells, cross-sells, and seat expansions, working with mid-market and enterprise clients to maximize their value from Workable’s suite of HR solutions.
Key responsibilities include:
- Drive revenue growth by expanding portfolios of existing customers through upsells, cross-sells, and seat expansion.
- Build and nurture relationships with stakeholders ranging from recruiters and HR leaders to C-level executives, serving as a trusted advisor.
- Identify customer goals and recommend tailored solutions across Workable’s product suite, including Workable HR.
- Conduct discovery calls, product demos, and strategic account reviews via video and screen share.
- Partner with Customer Success and cross-functional teams to ensure a seamless customer experience, maximize retention, and foster long-term value.
- Create comprehensive account plans mapping decision-makers, expansion opportunities, and timing.
- Manage the end-to-end sales process, including pricing, contract amendments, procurement, and internal alignment.
- Maintain accurate pipeline, forecasting, and business planning data in CRM systems.
- Continuously learn from customer interactions and collaborate with the Revenue team to improve sales processes and outcomes.
Required Qualifications:
- Bachelor’s degree
- 2–4 years of experience in sales or account management, preferably in SaaS or technology environments
- Experience selling to mid-market and enterprise customers (200–800 and 1000+ employees)
- Experience running discovery calls, product demos, and strategic account reviews via video or screen share
- Experience managing end-to-end sales processes, including pricing, contract amendments, and procurement
- Proficiency using CRM systems such as Salesforce or HubSpot
- Experience creating account plans that map decision-makers, expansion opportunities, and timing
- Experience maintaining sales pipeline data and producing forecasts in a CRM
- Authorized to work in the United States without visa sponsorship
- Able to work hybrid with 4 days per week in the Boston office
- Willing to travel approximately 10% for work
Preferred Qualifications:
- Proven track record expanding existing customer accounts and achieving revenue targets
- Experience selling ATS and/or HRIS products in the US
- Experience selling to and influencing stakeholders from HR/recruiting leaders through C-level executives
Our employees enjoy benefits that make them more productive and contribute directly to the development of their professional skills. We want to be able to attract the best of the best and make sure they keep getting better. On top of an exciting, vibrant and intellectually challenging environment, we are offering:
- 💵 Compensation: Competitive base salary of $90,000 USD per year (depending on experience and skills), plus the opportunity to earn up to $90,000 in commission.
- 🩺 Comprehensive Health Coverage: A robust health insurance plan that includes coverage for your dependents.
- 🖥️ Top-Tier Tools: Apple gear and access to the latest productivity tools to help you excel.
📱 Stay Connected: A mobile data plan to keep you online wherever you are. - 🍴 Delicious Perks: Fresh, tasty food at the office to fuel your productivity.
- 🏡 Hybrid Work Model: Enjoy the flexibility of working from home one day per week while staying connected with the team in the office.
Workable is most decidedly an equal opportunity employer. We want applicants of diverse background and hire without regard to colour, gender, religion, national origin, citizenship, disability, age, sexual orientation, or any other characteristic protected by law.