You will work closely with Product, Marketing, and Pricing to bring real customer signals into decisions and help the company learn quickly what resonates, what converts, and what customers will pay for. This role often operates as a specialist overlay into existing Intercom customer accounts.

Key responsibilities include owning the full sales cycle for Sales Agent, running discovery with Sales, RevOps, and Marketing leaders, designing and managing structured evaluations, building and refining how we sell this product, and providing structured feedback to Product, Marketing, and Pricing.

The ideal candidate will have proven experience running full cycle SaaS sales processes from discovery through close, demonstrated ability to sell a new or evolving product, experience selling to sales leadership, RevOps, Marketing leadership, or adjacent GTM personas, and strong consultative selling and discovery skills.

Benefits include competitive salary and meaningful equity, comprehensive medical, dental, and vision coverage, regular compensation reviews, flexible paid time off policy, paid Parental Leave Program, 401k plan & match, in-office bicycle storage, fun events for Intercomrades, friends, and family, unlimited access to Claude Code and best-in-class AI tools, experimentation & building is encouraged & celebrated.

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This role operates as a specialist overlay into existing Intercom customer accounts. You will work closely with Product, Marketing, and Pricing to bring real customer signals into decisions and help the company learn quickly what resonates, what converts, and what customers will pay for.

Key responsibilities include:

• Owning the full sales cycle for Sales Agent, from first conversation through evaluation, executive alignment, and close
• Running discovery with Sales, RevOps, and Marketing leaders to understand their inbound motion, define success, and quantify impact
• Designing and managing structured evaluations with your Solutions Engineer partner to prove measurable outcomes and create conviction
• Building and refining how we sell this product, including messaging, objection handling, competitive narratives, evaluation frameworks, and ROI proof points
• Partnering with core Relationship Managers to identify high-fit accounts, coordinate outreach, and keep account engagement disciplined and low-friction
• Providing structured feedback to Product, Marketing, and Pricing based on patterns across deals, including feature gaps, objections, and willingness to pay signals
• Helping define and improve sales process and operating cadence as we learn, including what we measure and what constitutes a qualified opportunity

Requirements:

• Proven experience running full cycle SaaS sales processes from discovery through close
• Demonstrated ability to sell a new or evolving product where positioning, ROI narrative, and evaluation plan are still being refined
• Experience selling to sales leadership, RevOps, Marketing leadership, or adjacent GTM personas
• Strong consultative selling and discovery skills with the ability to quantify value and align multiple stakeholders
• Comfort running structured evaluations and coordinating technical and commercial workstreams with Solutions Engineers and cross-functional partners
• Ability to synthesize customer feedback into clear product insights and messaging recommendations
• High ownership and adaptability in fast-moving environments

Bonus skills and attributes:

• Experience selling within sales tech or martech ecosystems
• Experience in a startup, scale-up, or new product line environment where you contributed to early go-to-market learning
• Familiarity selling AI-enabled products or automation tools
• Experience operating in an overlay or specialist model alongside account owners

Benefits:

• Competitive salary and equity in a fast-growing start-up
• We serve lunch every weekday, plus a variety of snack foods and a fully stocked kitchen
• Regular compensation reviews - we reward great work!
• Pension scheme & match up to 4%
• Peace of mind with life assurance, as well as comprehensive health and dental insurance for you and your dependents
• Flexible paid time off policy
• Paid maternity leave, as well as 6 weeks paternity leave for fathers, to let you spend valuable time with your loved ones
• If you’re cycling, we’ve got you covered on the Cycle-to-Work Scheme. With secure bike storage too
• MacBooks are our standard, but we also offer Windows for certain roles when needed

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While we take HR seriously, we foster a lighthearted, collaborative culture. At Workable, you'll find smart people who have fun, learn, innovate, and support one another. We respect everyone, hire the best, and make sure every experience is special.

We are looking for an Expansion Account Executive to join our Revenue Team.

The Role

As an Expansion Account Executive at Workable, you'll play a key role in driving growth within our existing customer base. You'll partner with companies already using Workable Recruiting and help them unlock even more value through additional features, seat expansion, and our broader HR suite.

You'll work closely with Customer Success and cross-functional teams to build trusted relationships, identify opportunities for growth, and ensure our customers continue to thrive as they scale.

If you're passionate about consultative selling, long-term partnerships, and helping businesses get the most out of their HR technology, this is the role for you.

Key Responsibilities

• Drive revenue growth by managing and expanding a portfolio of existing Workable customers through upsells, cross-sells, and seat expansion.
• Build strong relationships with key stakeholders, from recruiters and HR leaders to C-level executives, becoming a trusted advisor over time.
• Identify customer goals and challenges, and recommend solutions across Workable's full product suite, including Workable HR.
• Conduct discovery calls, product demonstrations, and strategic account reviews via video and screen share.
• Partner closely with Customer Success to ensure a seamless customer experience and maximize retention and long-term value.
• Develop account plans to map decision-makers, expansion opportunities, and timing for growth conversations.
• Manage the sales process end-to-end, including pricing discussions, contract amendments, procurement steps, and internal alignment.
• Maintain an accurate pipeline of expansion opportunities for forecasting and business planning.
• Continuously learn from customer interactions and collaborate with the broader Revenue team to improve processes and outcomes.

Requirements

• 2–4 years of experience in a sales or account management role, preferably within a SaaS or technology company.
• A proven track record of managing and expanding existing customer accounts while consistently achieving revenue targets.
• Strong interpersonal and communication skills, with the ability to build trust and influence stakeholders at all levels — from recruiters to HR leadership and executives.
• Excellent analytical and discovery skills to identify customer needs and uncover opportunities for growth.
• A self-starter mindset: motivated, proactive, and comfortable working both independently and collaboratively within a team.
• Proficiency with CRM platforms and modern sales tools, with strong pipeline and forecasting discipline.
• A desire to learn, grow, and thrive in a fast-paced, rapidly evolving environment.
• A client-centric approach, with a genuine passion for delivering exceptional customer experiences and long-term partnerships.

Benefits

Our employees enjoy benefits that make them more productive and contribute directly to the development of their professional skills. We want to be able to attract the best of the best and make sure they keep getting better. On top of an exciting, vibrant and intellectually challenging workplace, we offer:

• Competitive Compensation: Total annual earnings up to $163,700 ($80,000 base + $83,700 variable),
• Comprehensive Coverage: Private Health Insurance, Life, and AD&D Insurance to keep you and your loved ones secure.
• Financial Wellness: 401K, Retirement Plan, and Performance Bonuses to invest in your future.
• Stay Connected: Cell phone reimbursement for seamless communication.
• Work in Style: Apple gear provided to set you up for success.
• Support When You Need It: Access to our Employee Assistance Program (EAP) for personal and professional support.
• Daily Fuel: Receive a daily lunch allowance to keep you energized and productive during your workday at the office.

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About the role

Reporting into the Head of Customer Success, the ideal candidate will be customer–centric and passionate about building strong customer relationships while delivering value to ensure happy customers.

• Build and nurture strong relationships with key stakeholders to drive retention and growth

• Conduct discovery with customers to understand business objectives and uncover new use cases

• Establish and maintain a trusted advisor relationship with customers, ensuring that customers are realizing value out of their investment in Synthesia

• Act as a subject matter expert for the practical application of Synthesia within enterprises and take a consultative approach in implementing video content into their workflows.

• Monitor utilization and deploy strategies to increase user engagement, adoption and satisfaction

• Lead Quarterly Business Reviews with senior stakeholders in attendance that deliver clear outcomes

• Ensure ROI and value is communicated and understood by the customer

• Proactively monitor customer health, including potential risks to renewals and expansion opportunities

• Own commercial conversations and all aspects of the renewal process

• Collaborate with internal teams to ensure seamless onboarding, support, and resolution of customer issues

About you...

• Customer-facing experience in Customer Success Management / Client Service / Account Management or similar ideally in B2B SaaS

• A customer-centric mindset with a passion for delivering exceptional customer experiences

• Proactive and organized with the ability to prioritize against competing demands

• Experience in managing a book-of-business along with KPIs

• A track record in managing account risk, forecasting accurately, and identifying growth opportunities

• Demonstrated success in retaining and growing enterprise customers, including increasing customer adoption.

• Strong discovery skills resulting in a clear understanding of business goals and use case identification

• Experience using sales methodology frameworks to close renewals (MEDDPICC preferred)

• Capable of engaging in business-level and technical conversations at multiple levels of the organization, including the C-suite

• Excellent communication, listening and presentation skills with the ability to address objections or concerns on the fly.

• Ability to work collaboratively with cross-functional teams, including sales, product and support.

The good stuff...

In addition to being a part of a great team, working in a fun and innovative environment, we offer:

• A competitive salary + stock options in our fast-growing Series D startup

• Hybrid working environment for NY based employees

• 100% Medical, Dental & Vision

• 401k Plan

• Paid parental leave

• 25 days of annual leave + Public holidays + paid sick leave

• Fun culture with regular socials

• A generous referral scheme

• A brand new computer + monitor

Compensation: $140,000 - $160,000 OTE. The final compensation package will be determined based on your experience, qualifications, and location.

Location: New York City - Nomad District

*may be open to remote

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