Account Executive – Customer Expansion

DropXcell; Dubai; On-site; AED 180,000 - 300,000; Full time

Benefits offered by this job

FinTech environment

Career growth opportunities

Performance-driven culture

Job summary

Finanshels.com is seeking an Account Executive – Customer Expansion to grow revenue from our existing customer base through cross-selling, upselling, and referrals. You will own the expansion sales cycle from discovery to closure and handover, working with Renewal, Sales, Finance, and Operations teams to ensure smooth onboarding of expansion opportunities.

The ideal candidate is sales-focused, commercially driven, and skilled at turning existing relationships into measurable revenue growth, with

Qualifications

• 2–4 years of experience in Account Management, Customer Success, Inside Sales, Business Development, or similar roles.
• Proven experience in cross-selling and upselling to existing customers.
• Experience managing a portfolio of B2B customers and generating additional revenue from existing accounts.
• Strong consultative selling and customer discovery skills.

Responsibilities

• Manage and actively engage with an assigned portfolio of existing customers.
• Build strong relationships and understand customers' business needs.
• Proactively identify cross-selling and upselling opportunities based on requirements and engagement history.
• Conduct customer discovery conversations to identify additional accounting, tax, compliance, payroll, and other needs.
• Own the complete expansion sales cycle from discovery to closure and handover.
• Drive recurring revenue and revenue growth from existing accounts.
• Develop and execute customer referral initiatives to generate qualified leads.
• Track and manage cross-sell, upsell, and referral opportunities in the CRM.
• Collaborate with Renewal, Sales, Finance, and Operations teams for smooth expansion onboarding.
• Meet monthly and quarterly targets for expansion revenue and referrals.

Skills

Account Management

Customer Expansion

Cross-Selling & Upselling

Consultative Selling

Customer Relationship Management

Customer Discovery

Revenue Growth

Referral Generation

Communication & Presentation

Commercial Acumen

Tools

CRM software

Job description

Finanshels.com is a technology-enabled finance and accounting company helping businesses simplify their accounting, bookkeeping, tax, payroll, compliance, and financial management needs. We work with businesses across the region to provide reliable, scalable, and technology-driven financial solutions.

We are looking for a commercially driven and relationship-focused Account Executive – Customer Expansion to grow revenue from our existing customer base through cross-selling, upselling, account expansion, and customer referrals.

Role Overview

As an Account Executive – Customer Expansion, you will be responsible for managing and engaging with an assigned portfolio of existing Finanshels customers and identifying opportunities to expand their engagement with our services.

You will understand customers' evolving business needs, identify relevant opportunities across accounting, bookkeeping, tax, compliance, payroll, and other services, and own the expansion sales cycle from discovery to closure and handover.

This is a revenue-focused role, and the ideal candidate should be comfortable having commercial conversations, handling objections, negotiating, and converting strong customer relationships into additional recurring revenue.

Key Responsibilities

• Manage and actively engage with an assigned portfolio of existing Finanshels customers.
• Build strong relationships with customers and develop a deep understanding of their business needs.
• Proactively identify cross-selling and upselling opportunities based on customer requirements, existing services, and engagement history.
• Conduct customer discovery conversations to identify additional accounting, bookkeeping, tax, compliance, payroll, and other business requirements.
• Recommend relevant Finanshels services and solutions based on identified customer needs.
• Own the complete expansion sales cycle, including opportunity identification, discovery, solution presentation, objection handling, negotiation, closure, and successful handover.
• Drive additional recurring revenue and increase the overall revenue generated from existing customer accounts.
• Develop and execute customer referral initiatives to generate qualified leads through the existing customer base.
• Proactively request referrals from satisfied customers and maintain a structured referral pipeline.
• Track and manage all cross-sell, upsell, and referral opportunities through the CRM.
• Maintain accurate records of customer interactions, opportunities, follow-ups, pipeline stages, and conversions.
• Work closely with Renewal, Sales, Finance, and Operations teams to ensure smooth conversion and onboarding of expansion opportunities.
• Consistently achieve monthly and quarterly targets related to expansion revenue, cross-selling, upselling, and referrals.
• Identify recurring customer requirements and share insights with management to improve service offerings, customer engagement, and retention.

Ideal Candidate Profile

We are looking for a sales-oriented, commercially driven, and relationship-focused professional who can turn existing customer relationships into measurable revenue growth.

The ideal candidate should have:

• 2–4 years of experience in Account Management, Customer Success, Inside Sales, Business Development, Relationship Management, or a similar client-facing role.
• Proven experience in cross-selling and upselling to existing customers.
• Experience managing a portfolio of B2B customers and generating additional revenue from existing accounts.
• Strong consultative selling and customer discovery skills.
• Excellent communication, negotiation, persuasion, and relationship-building abilities.
• Strong understanding of sales pipelines, CRM management, and revenue targets.
• Ability to identify customer pain points and recommend appropriate solutions.
• Strong commercial acumen with the ability to convert customer relationships into revenue.
• Experience with customer referral programs or referral-led sales will be an advantage.
• Ability to work independently, manage multiple customer accounts, and maintain a structured sales pipeline.
• Experience in accounting, bookkeeping, tax, compliance, SaaS, financial services, or B2B professional services will be an added advantage.

Key Skills

• Account Management
• Customer Expansion
• Cross-Selling & Upselling
• Consultative Selling
• Customer Relationship Management
• Customer Discovery
• Revenue Growth
• Referral Generation
• Communication & Presentation
• Commercial Acumen

Key Performance Indicators (KPIs)

Success in this role will primarily be measured through:

• Cross-sell revenue
• Upsell revenue
• Number and value of qualified referral leads
• Revenue generated through referrals
• Conversion rate of expansion opportunities
• Revenue generated per existing customer/account
• Customer engagement and retention

Who Will Be a Good Fit?

The ideal candidate is not a purely support-focused Customer Success professional. This role requires someone who is comfortable taking ownership of commercial conversations with existing customers.

You should be someone who can:

• Identify opportunities within existing accounts.
• Ask the right questions to uncover customer needs.
• Present relevant solutions confidently.
• Handle objections and negotiate effectively.
• Build trust while maintaining a strong commercial focus.
• Take ownership of opportunities from identification through closure.
• Consistently work toward revenue and expansion targets.

What We Offer

• Opportunity to work in a growing FinTech/Finance & Accounting services environment.
• Exposure to B2B customers and diverse business requirements.
• A performance-driven and collaborative work culture.
• Opportunity to contribute directly to customer growth and company revenue.
• Career growth opportunities within Sales, Account Management, and Customer Success.