Role Description As a Commercial Client Account Executive (CAE) at CircleCI, you'll own and manage your dedicated book of business, driving revenue growth across a portfolio of commercial accounts through strategic relationship building, stakeholder identification, and systematic account expansion. You'll be responsible for retaining customers through proactive engagement and value demonstration, while simultaneously mapping organizational structures, identifying key decision-makers, and uncovering new opportunities within existing accounts to maximize customer lifetime value. This role requires a proactive approach focused on discovering untapped potential within accounts, building multi-threaded relationships, and positioning CircleCI's continuous integration and delivery platform across new teams and use cases. What You'll Do - Account Expansion Strategy: Systematically map organizational structures to identify new teams, departments, and use cases that could benefit from CircleCI's platform. - Customer Retention & Value Demonstration: Proactively engage with customers to ensure satisfaction, address concerns, and demonstrate ongoing value to prevent churn and secure long-term partnerships. - Book of Business Management: Own and manage your dedicated portfolio of commercial accounts, serving as the primary point of contact for all commercial matters and relationship development. - Stakeholder Mapping & Relationship Building: Identify, engage, and develop relationships with key decision-makers, influencers, and champions across multiple departments and teams within your account portfolio. - Revenue Growth Execution: Drive logo expansion by identifying and qualifying opportunities within existing accounts, including new team adoption, additional use cases, and platform upgrades. - Multi-Threading: Build and maintain relationships with multiple stakeholders at various levels within each account to reduce risk and increase expansion opportunities. - Discovery & Qualification: Conduct thorough discovery sessions to understand organizational priorities, technical needs, and growth initiatives that align with CircleCI's capabilities. - Sales Process Management: Lead complex sales cycles for expansion opportunities, working through procurement, technical evaluation, and contract negotiation processes. - Strategic Account Planning: Develop and execute comprehensive account plans that identify growth targets, key stakeholders, competitive landscape, and expansion timelines. - Renewal Excellence: Secure renewals while using the renewal process as a vehicle for expansion discussions and relationship building with new stakeholders. - Pipeline Generation: Consistently identify and qualify new opportunities within existing accounts to maintain a healthy pipeline of expansion prospects. - Cross-Functional Collaboration: Partner with marketing, technical teams, and leadership to access new contacts and create expansion opportunities. Qualifications - 3+ years of proven success in B2B SaaS sales, with specific experience in customer retention, account expansion, stakeholder management, and revenue growth within existing accounts. - Demonstrated ability to successfully manage and grow a dedicated book of business, with experience in prioritizing accounts, managing multiple relationships simultaneously, and driving results across a portfolio. - Demonstrated ability to identify, engage, and influence key decision-makers across complex organizational structures. - Proven success in growing revenue within existing accounts through new team acquisition, use case expansion, and strategic upselling. - Strong ability to conduct effective discovery sessions, understand organizational dynamics, and identify expansion opportunities. - Excellent interpersonal skills with the ability to build trust and credibility with technical and business stakeholders at all levels. - Experience selling technical products, preferably in the developer tools, DevOps, or cloud infrastructure space, with the ability to understand and communicate technical value. - Proficiency in sales frameworks such as MEDDPICC, Challenger, Sandler, and Command of the Message, with the ability to apply these methodologies to expansion scenarios. - Ability to think strategically about account development, competitive positioning, and long-term relationship building. - Strong analytical skills to identify expansion patterns, track stakeholder engagement, and measure account growth potential. - Entrepreneurial approach to account development with a focus on uncovering and creating new opportunities rather than just managing existing relationships. Requirements - United States Base Pay Range: $74,000 — $92,500 USD. Benefits - We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform essential job functions, and to receive other benefits and privileges of employment. Company Description CircleCI is the world’s largest continuous integration/continuous delivery (CI/CD) platform, and the hub where code moves from idea to delivery. As one of the most-used DevOps tools - processing more than 3 million jobs a day - CircleCI has unique access to data on how the most effective engineering teams work, and the tools to help software companies successfully leverage the power of AI into their commercial applications. Founded in 2011 and headquartered in downtown San Francisco with a global, remote workforce, CircleCI is venture-backed by multiple investors. CircleCI is an Equal Opportunity and Affirmative Action employer. We do not discriminate based upon race, religion, color, national origin, sexual orientation, gender, gender identity, gender expression, transgender status, sexual stereotypes, age, status as a protected veteran, status as an individual with a disability, or other applicable legally protected characteristics.

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