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About the Role

Expansion Account Executive to grow relationships with existing customers across Europe, the Middle East and Africa. You will identify customer business needs, build a case for investment, and manage the commercial process through to close. This role involves proactive pipeline building through account research, outreach, and relationship building.

Responsibilities

Own expansion revenue across an assigned EMEA portfolio.
Manage upsell and cross-sell opportunities from discovery and qualification through proposal, negotiation and close.
Build a proactive expansion pipeline using customer goals, adoption signals, account changes, and Customer Success conversations.
Sell against specific business problems by understanding customer workflows and their impact.
Develop relationships beyond the original buyer, engaging with founders, ecommerce leaders, marketing teams, and finance stakeholders.
Build credible business cases connecting proposed investments to customer-valued outcomes.
Partner closely with Customer Success to coordinate account plans and outreach.
Run relevant demonstrations and evaluations with Solutions and product specialists.
Manage the commercial process, confirming budget, decision-makers, procurement requirements, and timelines.
Support a clean transition after the sale by documenting scope, expectations, and success criteria.
Improve the EMEA expansion motion by sharing customer needs, objections, and buying patterns with relevant teams.

Requirements

Experience in quota-carrying B2B SaaS sales, expansion, or commercial account management.
Track record of growing existing accounts through proactive selling.
Strong discovery skills to identify underlying business problems.
Confidence managing a full sales cycle, including demonstrations, business cases, negotiation, and closing.
Ability to build relationships with both day-to-day users and senior budget holders.
Sound commercial judgment.
Experience managing a portfolio, prioritizing time, and maintaining accurate CRM records and forecasts.
Experience selling ecommerce, marketing technology, analytics, or AI software (Nice to have).
Familiarity with commercial metrics ecommerce teams use (Nice to have).
Additional languages relevant to the assigned EMEA territory (Nice to have).

Skills

B2B SaaS sales
Expansion sales
Commercial account management
Proactive selling
Discovery
Sales cycle management
Demonstrations
Business case development
Negotiation
Closing
Relationship building
Commercial judgment
Portfolio management
Time prioritization
CRM management
Forecasting
Ecommerce sales
Marketing technology sales
Analytics software sales
AI software sales

Location

EMEA

Work Type

Remote

Experience Level

Quota-carrying B2B SaaS sales experience
Expansion experience
Commercial account management experience

About the Company

Triple Whale is the AI operating system built for modern ecommmerce.
We help businesses see what's working, what's not, and what to do next, taking action automatically.
We pull every signal into one place on a trusted measurement foundation.
Our AI, Moby 2, provides actionable insights and executes decisions with automations.
Over 65,000 brands use Triple Whale to turn data into profit-growing actions at scale.
Our Values: Customer Obsessed, Move (Very!) Quickly, Trustworthy, Curious, Act Like A Mensch.

Equal Opportunity

Triple Whale is an equal opportunity employer.
We celebrate diversity and are committed to creating an inclusive environment for all employees.