Senior Account Manager, Growth & Expansion

Job Description:

• Proactively prospect into existing accounts across SMB, Mid-Market, and Enterprise segments.
• Identify new stakeholders, departments, and use cases within existing accounts to uncover cross-sell opportunities.
• Leverage internal signals (product usage, hiring trends, organizational changes) to trigger expansion plays.
• Generate pipeline independent of Customer Success; CS is a strategic partner, not the primary source of opportunities.
• Lead strategic discovery conversations that uncover organizational pain and quantify business impact.
• Connect customer challenges to measurable outcomes (e.g., turnover cost, productivity gaps, time-to-performance).
• Align solutions to broader business objectives and executive-level KPIs.
• Position Wonderlic solutions using a value-based approach—avoiding feature-led selling.
• Manage opportunities through the sales cycle (discovery → solution alignment → business case → close) while navigating multi-stakeholder buying groups (HR, TA, L&D, Executives, etc.).
• Maintain accurate forecasting and pipeline hygiene in Salesforce.
• Collaborate closely with CSMs to align on account strategy and expansion opportunities; maintain a unified narrative across retention and growth conversations.
• Ensure strong customer experience across the lifecycle.
• Maintain strong knowledge of new and existing product offerings, industry trends, new developments, and current competitive conditions within the marketplace.
• Leverage your curiosity about our products, industry, and the marketplace to build and maintain strong knowledge, enabling you to offer strategic insights and solutions to our customers.

Requirements:

• 5-10+ years of experience in B2B SaaS subscription-based sales, account management, or expansion roles.
• Proven track record of closing cross-sell / expansion deals
• Experience owning a quota and full sales cycle
• Experience selling to SMB, Mid-Market organizations, and Enterprise experience is a plus
• Experience selling into HR, Talent, or business leadership stakeholders preferred
• Experience selling in HR Technology sector, ideally in pre-employment assessment, employee development, or disruptive technology.

Benefits:

• Work from anywhere in the United States
• Four-day work week
• Generous PTO plus a paid company shutdown from 12/24 to 1/1
• Benefits include medical, dental, vision, 401k with matching, paid new parent leave