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Senior Account Executive, Strategic Accounts
Location
United States
Posted
70 days ago
Salary
0
Seniority
Senior
Job Description
Senior Account Executive, Strategic Accounts
Paligo
• Own net-new expansion revenue across a portfolio of up to 200 mid-market and enterprise accounts, with success driven by prioritization and depth rather than blanket coverage. • Proactively hunt for expansion opportunities, with a strong focus on selling Paligo into sister companies and holding companies connected to existing customers. • Self-generate 30–40% of expansion pipeline through outbound prospecting, stakeholder mapping, and targeted account outreach. • Lead full expansion sales cycles, from discovery through evaluation, negotiation, and close, often spanning multiple quarters. • Build and maintain multi-threaded relationships across documentation, product, engineering, IT, procurement, and executive stakeholders. • Run structured account planning to identify whitespace, expansion triggers, and prioritization across a large account portfolio. • Navigate enterprise buying processes including procurement, legal, security reviews, and RFPs when required. • Collaborate closely with Customer Success (who owns renewals) to align on account health and timing, while retaining full ownership of expansion opportunities. • Partner with Sales Engineering and RevOps to execute high-quality evaluations, maintain forecasting accuracy, and scale repeatable expansion motions. • Feed expansion insights back to Product and GTM leadership as Paligo’s product portfolio evolves.
Job Requirements
- 4+ years of experience in expansion sales, account management, or account executive roles in B2B SaaS.
- Proven ability to create pipeline proactively inside existing customer ecosystems.
- Strong experience managing complex, multi-stakeholder sales cycles lasting several months or longer.
- Track record closing deals in the $25k–$100k ARR range (or comparable complexity).
- Highly tech-savvy, with the ability to quickly understand and articulate a sophisticated SaaS product.
- Confident engaging procurement, legal, and executive stakeholders.
- Comfortable owning a large account book while prioritizing high-probability expansion paths.
Benefits
- Fully remote work with flexible hours
- Generous time off and wellness initiatives (Swedish standards)
- Annual global company meetups
- Scandinavian culture emphasizing trust, autonomy, and accountability
- Opportunity to shape and grow Paligo’s global expansion motion
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