Expansion Sales Lead for Strategic Accounts

Phocas Software; Coventry; On-site; GBP 70,000 - 95,000; Full time

Benefits offered by this job

Fun / Fulfilling

Money

Autonomy

Growth

Wellness

Career Journey

Job summary

Phocas Software is a profitable, growing SaaS company with a loyal customer base and a category-leading product. The Expansion Sales - Account Manager role focuses on driving expansion revenue within existing accounts, building senior-level relationships, and turning Customer Success insights into revenue opportunities.

You will partner with Customer Success and cross-functional teams to maximize value, expand usage, and deliver measurable outcomes for customers, while working toward predictable

Qualifications

• Proven track record of achieving commercial targets and managing full sales cycles.
• Strong commercial acumen with pricing and negotiation experience.
• Excellent relationship-building and communication skills across executive and operational stakeholders.

Responsibilities

• Own and manage a portfolio of existing customer accounts, driving revenue growth through expansion initiatives.
• Consistently meet and exceed monthly and annual expansion revenue targets.
• Identify and lead upsell, cross-sell, and license growth opportunities.
• Convert Customer Success Qualified Leads (CSQLs) into pipeline opportunities.
• Manage pricing discussions, contract negotiations, and amendments.
• Build and maintain strong relationships with senior customer stakeholders.
• Lead Executive Business Reviews (EBRs) to align Phocas solutions with customer outcomes.
• Deliver accurate forecasts and pipeline reporting for leadership visibility.
• Collaborate closely with Customer Success to support adoption, risk identification, and renewal success.
• Deliver tailored product demos and value-based pitches aligned to buyer pain points.
• Stay informed on Phocas products, industry trends, and evolving customer needs.

Skills

Sales experience

Negotiation

Relationship-building

Executive communication

Account management

Customer-first mindset

Job description

Phocas Software is a profitable, growing SaaS company with a loyal customer base and a category-leading product. The Expansion Sales - Account Manager role focuses on driving expansion revenue within existing accounts, building senior-level relationships, and turning Customer Success insights into revenue opportunities.

You will partner with Customer Success and cross-functional teams to maximize value, expand usage, and deliver measurable outcomes for customers, while working toward predictable