Drive net expansion revenue within existing enterprise and mid-market accounts by identifying, qualifying, and closing cross-sell and upsell opportunities. Build and manage an expansion pipeline, multitouch stakeholders, create outcome-based business cases, use MEDDPICC for qualification, maintain Salesforce hygiene, and partner with Customer Experience, SEs, and Marketing to execute account-based motions and demos.
RecordPoint is a data and information lifecycle management SaaS product designed to give highly-regulated organizations a competitive edge through safer, more secure, and better-managed data. We're a disruptor in our industry, set apart from competitors by our cutting edge technology and innovation-first mindset.
Our global customer list includes top-tier brands and government agencies like the City of New York, Westpac, National Australia Bank (NAB), Australian Prudential Regulation Authority (APRA), Security Benefit, Cupertino Electric, Australian Securities & Investments Commission (ASIC), Transport for NSW, Ausgrid, and Pacific Gas & Electric (PG&E).
But there's more to us than the what we do — like the who behind it all. Team RecordPoint is made up of 130+ tech-driven professionals at the top of their respective fields. Together, we foster a supportive, collaborative and transparent environment, collectively working toward the singular goal of continuously doing better.
Scope
As a quota-carrying Account Manager, you will drive expansion revenue across RecordPoint’s existing customer base. Partnering closely with Customer Experience (CX), you will identify, qualify, and close cross-sell and upsell opportunities by engaging new stakeholders, uncovering unmet needs, and positioning the Data Trust Platform as a strategic solution for compliance, security, and data governance.
This role is focused on net revenue expansion — not renewals — requiring strong commercial acumen, disciplined pipeline management, and the ability to multithread within complex enterprise environments.
What You’ll Do
Drive Expansion Revenue
- Own and close cross-sell and upsell opportunities across enterprise and mid-market accounts in North America
- Build and maintain a qualified expansion pipeline to consistently achieve quota
- Manage full sales cycles from discovery through negotiation and close
Identify & Create Opportunities
- Partner with CX to identify buying signals, whitespace, and risk indicators within existing accounts
- Execute targeted account-based motions (ABM) to engage new stakeholders and unlock expansion paths
- Collaborate with Marketing on campaigns targeting expansion opportunities
Engage & Influence Buyers
- Multithread across the organization, expanding beyond initial buyer personas (e.g., CISO, CDO, AI leaders)
- Develop and present outcome-based business cases grounded in customer data (risk reduction, cost avoidance, efficiency gains)
- Work with SEs to deliver compelling product demonstrations aligned to customer priorities
Operate with Discipline
- Apply MEDDPICC to qualify deals, manage risk, and improve forecast accuracy
- Maintain Salesforce as a source of truth with accurate pipeline and forecasting hygiene
- Use sales intelligence and engagement tools to improve targeting and execution
Collaborate Cross-Functionally
- Work in lockstep with CX to balance relationship health with commercial outcomes
- Contribute market feedback to refine messaging, positioning, and GTM strategy
- Represent RecordPoint in customer-facing events as needed
What You Bring
- 5+ years in B2B SaaS sales with a track record of closing ARR through upsell and cross-sell motions
- Demonstrated success owning expansion quotas (not just renewals or relationship management)
- Experience multithreading and building champions across new stakeholder groups
- Strong commercial judgment with the ability to navigate procurement, legal, and deal strategy independently
- Skilled in negotiation and closing complex enterprise deals
- Disciplined pipeline and forecast management with strong Salesforce hygiene
- Proficiency in MEDDPICC or similar qualification frameworks
- Familiarity with modern sales tools (e.g., Salesforce, Gong, LinkedIn Sales Navigator)
- Ability to translate technical concepts into clear business value
- Strong discovery, listening, and storytelling skills
- Experience building data-driven business cases
- Proactive, entrepreneurial, and highly collaborative
- Able to work effectively alongside CX without creating friction
- Curious, analytical, and outcomes-focused
Proven Expansion Seller
Enterprise Sales Capability
Operational Rigor
Customer-Centric Communicator
Mindset
Know more:
By checking us out on all the usual platforms, and especially our About Us https://www.recordpoint.com/about
or our Life at RecordPoint blog: https://www.recordpoint.com/blog/what-its-like-to-work-at-recordpoint
How to apply:
Click the 'apply now' button send us your CV.
RecordPoint is an equal opportunities employer.
We offer a fast-paced, dedicated and enjoyable environment, working with some of the best people in the industry.
If you want to know what to expect from a RecordPoint application process, read more here: https://www.recordpoint.com/careers
No recruiters please, we've got this one covered.
You will need to pass a police background check to be eligible for employment at RecordPoint.
RecordPoint Bellevue, Washington, USA Office
3535 Factoria Blvd SE, Suite #110, Bellevue, Washington, United States, 98006
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