Account Executive - Expansion & Upsell

Samaipata; Barcelona; Hybrid; EUR 60,000 - 90,000; Full time

Benefits offered by this job

Competitive salary

Performance bonuses

Cobee remuneration

Pension plan with Arca

Short Fridays and extra vacation days

Job summary

Enginy AI, a Barcelona-based startup, seeks an Expansion Specialist for its CS team to drive multi-country expansion and win-back churned accounts. You will own expansion in subsidiaries, run end-to-end sales cycles, and coordinate with Account Managers to leverage existing relationships for growth.

You will operate in a hybrid model, balancing outbound strategy with deep knowledge of the installed base, while targeting expansion MRR as your north star metric.

Qualifications

• 2+ years as SDR or AE in B2B SaaS selling to existing accounts
• Experience with outbound expansion into subsidiaries or multi-country accounts
• Experience handling multi-stakeholder deals across countries is a plus
• Pipeline ownership mindset and proactive outreach are required
• Native Spanish, comfortable English

Responsibilities

• Define and execute subsidiary expansion strategy across multi-country accounts
• Own end-to-end sales cycle for expansions with discovery and negotiations
• Collaborate with Account Managers to map subsidiaries and identify expansion opportunities
• Run outbound outreach to contacts in subsidiaries to drive expansion revenue
• Monitor churn signals and reactivate opportunities through targeted outreach

Skills

SDR/AE experience

Outbound sales

Multi-country deals

Pipeline ownership

HubSpot CRM

Tools

HubSpot

Job description

Enginy AI is a Barcelona-based startup on a mission to revolutionize how B2B sales and prospecting teams operate. Our cutting-edge AI-driven lead generation technology empowers sales teams to focus on what truly matters: selling. By automating manual prospecting, we help optimize workflows, ensuring a predictable and scalable sales pipeline—no wasted time, just results.

After successfully raising €5 million in a landmark seed funding round, we are looking to grow our teams and scale in key markets..

We’re looking for a Expansion Specialist, to join our CS department.

About the role

Most companies treat expansion as an afterthought, something you get to once retention is handled. We think it deserves its own owner from day one. That's why we're creating a dedicated Expansion Specialist role: to build, from scratch, how we grow our footprint inside multi-country, multi-business-unit customers and win back churned accounts.

You're a hybrid: you operate with the mindset and toolkit of an Account Executive, but your north star metric is Expansion MRR. You combine commercial discipline with deep knowledge of the installed base.

This is a quota-carrying, commercial role with an uncapped variable. If you've thrived unlocking revenue nobody else has the incentive or bandwidth to chase, this is built for you.

What You'll Own

Subsidiary Expansion (60% of your time)

• Map the current portfolio for multi-country / multi-business units accounts where Enginy is being used in only one location.
• Build an “expansion map” per account: existing subsidiaries, potential contacts, estimated budget, dependency on the current champion.
• Coordinate with Account Managers to use the existing customer relationship as a warm referral into sister subsidiaries.
• Run proactive outbound to those contacts — you don't wait for them to come to you.
• Own the full sales cycle in the subsidiary end-to-end, with its own discovery.
• Partner with CS Ops, who leads systematic analysis of the customer base to map subsidiaries and business units. Together you prioritize the highest-potential accounts and work them jointly with Account Managers.

Churn Reactivation (40% of your time)

• Map the universe of churned accounts; segment by churn reason (product, timing/budget, competitor, champion change) and by reactivability.
• Build a differentiated action plan per segment, prioritizing the highest-probability reactivations.
• Run a regular outreach cadence to prioritized accounts with a value proposition adapted to each one's original churn reason.
• Monitor external signals (stack changes, new funding round, new leadership) that open a re-engagement window.
• Own the full cycle end-to-end: discovery, proposal, negotiation, close.
• Partner with CS Ops to build a system that gives every reactivation call maximum context — usage history, documented churn reasons, prior conversations, recent signals — so you always know who to prioritize and can build a reliable forecast.

About you

Must-haves

• +2 years as an SDR or AE in B2B SaaS with experience selling to existing accounts (not a pure new-logo hunter), OR proven track record as an Expansion Manager / Account Growth Manager.
• Comfortable with outbound — subsidiary expansion is pure outbound to contacts who don't yet know us, even with a parent-account reference.
• Experience with multi-stakeholder and/or multi-country deals is a strong plus.
• Pipeline-ownership mindset. Not an order-taker.
• Native Spanish and comfortable speaking English.

Nice-to-haves

• A third language (German, Italian, or French).
• Experience specifically in win-back or reactivation programs.
• Background in a role that bridged CS and Sales — you understand both retention logic and commercial closing.
• Familiar with CRM hygiene and pipeline management in HubSpot.
• You've worked in a small team where you had to build your own playbook, not follow one.

What we offer

Competitive salary tailored to your experience.

Enticing performance bonuses that you won’t see anywhere else.

Flexible remuneration through Cobee.

Pension Plan through Arca

Short Fridays all year round and extra days of vacation for your birthday and Geneversary.

Yearly Work From Home allowance (24 days for Customer Facing functions / 48 days for Product & Engineering and Admin)

Full Work From Anywhere weeks during August & End of the year

A discount on a premium gym (with spa access) just a step away.

Free fresh fruit to help you care for your health.

Continuous learning, including but not limited to mentoring, coaching, workshops, and opportunities to attend SaaS conferences.

Career growth opportunities, as we won’t let your dedication and results go unnoticed.

Team gatherings and celebrations, because we love to build connections and celebrate achievements together.

A collaborative culture because we foster hard work, teamwork, transparency, and respect, encouraging open communication and a positive environment where your voice matters.

If you’re not sure you meet 100% of the requirements — we still want to hear from you.

Research shows that candidates from underrepresented groups often self-select out even when they’re a strong match. If this role excites you and you believe you can make an impact at Enginy AI, we encourage you to apply.

Ready to help build the infrastructure behind the future of B2B sales? Let’s build something great together.

Ready to shape the future of B2B sales with us? Let’s build something great together!