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About the Role
As an Expansion Account Executive at Mitti, you will partner with an established portfolio of customers to help them maximize their investment value and identify opportunities for growth. You will drive revenue through strategic account expansion, cross-sell, upsell, and multi-product adoption by building trusted relationships and understanding customer priorities.
Responsibilities
- Own and grow a portfolio of existing customer accounts, driving expansion revenue through upsell, cross-sell, and multi-product adoption while consistently achieving quarterly revenue targets.
- Identify and execute strategic account growth opportunities by uncovering new business units, use cases, and stakeholders within existing customers.
- Build and strengthen executive-level relationships across customer organizations, becoming a trusted advisor who understands their long-term operational and business objectives.
- Develop account plans that increase product adoption, customer value, and long-term retention while expanding annual recurring revenue (ARR).
- Partner with Customer Success to identify expansion opportunities throughout the customer lifecycle and ensure a seamless customer experience from onboarding through renewal and growth.
- Conduct both in-person and virtual business reviews, product demonstrations, and executive presentations tailored to each customer's evolving business needs.
- Collaborate closely with Product, Marketing, Legal, Customer Success, and Support teams to remove barriers, drive customer outcomes, and accelerate account growth.
- Represent Mitti at customer events, executive briefings, industry conferences, and user groups to strengthen relationships and identify expansion opportunities.
- Act as the voice of the customer by providing meaningful feedback that influences product innovation, roadmap priorities, and customer experience initiatives.
- Maintain accurate forecasting, account plans, opportunity management, and customer activity within Salesforce to ensure predictable pipeline management and revenue forecasting.
Requirements
- Proven success in SaaS Account Management or Expansion Sales with a strong track record of growing existing customer accounts through upsell, cross-sell, and strategic account development.
- A consultative, relationship-first sales approach with the ability to build trust, uncover business challenges, and align solutions to long-term customer objectives.
- Demonstrated success managing executive and C-level relationships while navigating complex stakeholder environments.
- Experience developing strategic account plans that increase customer adoption, product utilization, and recurring revenue.
- Strong commercial acumen with experience negotiating expansion opportunities, contract growth, and multi-year agreements.
- Confidence identifying whitespace opportunities within existing customers and expanding relationships across multiple departments and business units.
- Exceptional organizational and forecasting skills, with the ability to manage a portfolio of strategic accounts while maintaining accurate pipeline visibility.
- Excellent communication and cross-functional collaboration skills, partnering effectively with Customer Success, Product, Marketing, and Leadership to maximize customer growth and retention.
Skills
- Salesforce
- Account Management
- Expansion Sales
- Upsell
- Cross-sell
- Strategic Account Development
- Consultative Selling
- Relationship Building
- Negotiation
- Forecasting
- Pipeline Management
- Product Demonstrations
- Executive Presentations
- Customer Success
- Product Management
- Marketing
- Legal
- Support
- Customer Events
- Executive Briefings
- Industry Conferences
- User Groups
- Product Innovation
- Roadmap Prioritization
- Customer Experience
Location
- Home
- Mitti office
Work Type
- Flexible working arrangements
- Hybrid
Salary/Compensations
- Competitive salary
Benefits
- Equity with high growth potential
- Access to professional and personal training and development opportunities
- Hackathons
- Workshops
- Lunch & Learns
- Encouragement for involvement in the community, open source work, attending talks and events, and experimenting with new technologies
- EAP services
- Generous parental leave policy
- Quarterly celebrations and team events
- Shiplt! global offsite
- Table tennis
- Board games
- Gym sessions
- Book club
- Pet-friendly offices
About the Company
- Mitti by SafetyCulture is a global tech company that builds tools to make work better for frontline workers.
- We have big tech scale, without the sign-off layers or corporate theatre.
- Every permanent team member gets equity.
- Our next chapter focuses on scaling smart, powered by AI, a clear vision, and real ownership.
- We have been recognized as a Best Place to Work in Australia, the US, and the UK.
Equal Opportunity
- We’re committed to building inclusive teams and cultivating a sense of belonging so our people can bring their whole authentic selves to work each day.
- We seek to make reasonable adjustments throughout our recruitment process to create an even playing field for all candidates.
- We prioritise inclusion and value individuals with potential over a checklist of qualifications.