Account Expansion Representative

Rightsline Software, Inc.; Toronto; On-site; CAD 60,000 - 80,000; Full time

Job summary

A leading software company is looking for an Account Expansion Representative in Toronto. The role focuses on maximizing customer value by identifying upsell opportunities and fostering strong client relationships. Candidates should have a minimum of 2 years' experience in sales development, excellent communication skills, and the ability to strategically analyze account data. This position offers competitive compensation and the chance to thrive in a collaborative environment.

Benefits

Competitive compensation

Health & Dental Benefits

Flexible work hours

Unlimited vacation time

Qualifications

• Minimum 2 years in sales development or account management.
• Strong verbal and written communication skills.
• Ability to analyze data to drive account expansion.

Responsibilities

• Engage with existing clients to identify upsell opportunities.
• Map strategic accounts and identify key decision-makers.
• Follow up on product usage signals and nurture leads.
• Maintain accurate account health records in Salesforce.

Skills

Sales development

Account management

Communication skills

Analytical skills

Relationship management

Persistence

Tools

Salesforce

Outreach

Kaia

LinkedIn Sales Navigator

Job description

Since 2012, Rightsline has been revolutionizing rights and royalties management with its leading IP Commerce SaaS platform. Trusted by global innovators like Disney, Amazon, Spotify, and the NFL, our solutions empower rights holders to maximize portfolio value, reduce risk, and increase profitability. Serving industries from media and entertainment to life sciences, our scalable platform combines advanced analytics, business process outsourcing, and decades of expertise to tackle the most complex rights and royalties challenges.

With over 300 employees across multiple regions, including the United States, Canada, the United Kingdom, and India, Rightsline fosters a dynamic, collaborative environment where innovation thrives.

We’re passionate about creating smarter solutions, encouraging personal growth, and celebrating creativity. Join a team that offers competitive benefits, a supportive workplace, and the opportunity to lead the future of intellectual property management.

Welcome to a world of less data entry and more data integrity. Welcome to the Rightsline reality!

The Position

Rightsline is seeking a dynamic and results-driven Account Expansion Representative (AER) to join our growing Inside Sales team. As an AER, you will play a crucial role in maximizing the value of our current customer base by identifying, qualifying, and nurturing upsell and cross‑sell opportunities.

Your primary responsibility will be to engage with existing clients, understand their evolving business needs, and effectively communicate how Rightsline’s broader suite of products and services can further streamline their operations. This role offers an exciting opportunity to work at the intersection of Sales and Customer Success, driving “land and expand” growth within some of the biggest names in media and tech.

What you will do

• Drive Account Expansion: Initiate outreach to existing users and stakeholders within current accounts to identify white‑space opportunities, new department needs, and interest in additional modules.
• Strategic Account Mapping: Collaborate closely with the Inside Sales engine to research existing accounts, mapping out parent/subsidiary relationships and identifying key decision‑makers who aren’t yet utilizing Rightsline.
• Nurture Warm Leads: Follow up on product‑usage signals or inbound interest from current clients to nurture relationships, overcome internal hurdles, and book qualified expansion meetings for Account Executives.
• Articulate Incremental Value: Master the Rightsline ecosystem to demonstrate how adding new features or seats solves specific workflow bottlenecks for departments we already serve.
• Data Strategy & Hygiene: Maintain accurate records of account health and expansion activities using Salesforce, Outreach, Kaia, and Nooks. Share insights with the team on account “readiness” for upsell based on data trends.
• Meet and Exceed Quotas: Consistently hit monthly and quarterly targets for expansion‑qualified meetings (EQMs) and expansion pipeline contribution.
• Ability to work in an office located in Downtown Toronto (Minimum of 3 days per week).

What you will bring to the role

• Proven Experience: Minimum 2 years of experience in sales development or account management, with a track record of navigating complex organizations.
• Relationship‑First Mindset: You possess strong verbal and written communication skills, with the ability to build rapport with existing clients and transition them from “users” to “champions.”
• Strategic & Analytical: You don’t just “dial”; you analyze account data to see where Rightsline is underutilized and tailor your pitch accordingly.
• Resilient & Persistent: You understand that expansion requires navigating internal bureaucracy and are comfortable following up until you find the right stakeholder.
• Curious and Coachable: You have a genuine interest in the M&E and IP lifecycle and are eager to learn the technical nuances of our various product modules.
• Team Player: You collaborate effectively with Account Executives and Customer Success Managers to ensure a seamless experience for the client.

Bonus points for

• Previous experience in a “Land and Expand” or Account‑Based Sales (ABS) environment.
• Proficiency using Salesforce, Outreach, Kaia, and LinkedIn Sales Navigator.
• Knowledge of the M&E, Consumer Products, Publishing, or Life Sciences industries.

Compensation

• Competitive Compensation and Health & Dental Benefits
• 401K / RRSP Match Program

The Rightsline Advantage

At Rightsline we encourage inclusiveness, purpose and innovation. We offer flexible work hours, birthdays off, one‑time home office allowance, unlimited vacation time, team socials, happy hours and career progression in a high growth environment.

• Rightsline was the very 1st cloud‑based rights and contract management platform, so we’re used to innovation. We’re also used to incredible growth if you’re into that sort of thing. 😉
• You will become part of an amazing culture with a supportive executive team, smart colleagues who truly care, and a global team that’s been rocking this virtual collaboration thing since before anyone had ever heard the term COVID‑19.
• You’ll often hear “Yes, let’s try that!” and then have the chance to execute your ideas.
• You will grow more here than you would at any other company. That’s a promise.
• A People First Company – 4.2 rating on Glassdoor

Our 4 Stage Recruitment Process

1. Review – We review applications and screen based on a variety of criteria.
2. Phone – Candidates will be screened via a quick 20‑minute Zoom meeting to discuss the role opportunity.
3. Interview – We will conduct 2 stages of interviews.
4. Offer – We will make an offer to the candidate that we feel would excel most in the role.

Please be advised that only those candidates selected for interviews will be contacted, and references will be requested for those candidates selected in the final interview stage.

Equal Employment Opportunity

Rightsline is an equal opportunity workplace. All candidates will be afforded equal opportunity through the recruiting process. We do not discriminate against any employee or applicant for employment because of race, color, sex, age, national origin, religion, sexual orientation, disability, gender identity and/or expression. We are dedicated to growing a diverse team of highly talented individuals and creating an inclusive environment where everyone feels empowered to bring their authentic selves to work.

If you are contacted for an interview and require accommodation during the interviewing process, please let us know.

Apply Today

If you want to join a company that strives for a mission, purpose and making an impact, we encourage you to apply today.