Account Executive – Customer Base | Relish

Eftsure; United States; Remote; USD 90,000 - 130,000; Full time

Benefits offered by this job

Health, dental, and vision insurance

401(k) with employer match

Remote-first culture

Company laptop provided

Flexible time off

Job summary

Relish is growing and seeking commercially minded Account Executives to expand revenue within an existing customer base. You’ll own expansion strategies, build trusted relationships, and lead commercial conversations that deliver value for both customers and Relish.

You’ll work across SAP, Workday, or Coupa ecosystems, with opportunities to upsell and cross-sell, while collaborating closely with Customer Success to ensure long-term customer value.

Qualifications

• 5+ years of B2B software or SaaS sales
• Proven expansion, upselling, cross‑selling, or strategic account management
• A consistent history of achieving or exceeding sales targets
• Experience managing complex enterprise sales cycles and navigating multiple stakeholders
• The confidence to engage senior decision‑makers and position value
• A proactive, commercially curious mindset
• Strong relationship-building, negotiation, and communication skills

Responsibilities

• Grow existing accounts: Own and execute account expansion strategies, identifying opportunities to increase revenue through upselling and cross-selling.
• Build meaningful relationships: Develop strong partnerships with existing customers, engaging stakeholders across Procurement, Accounts Payable, IT, and executive leadership.
• Uncover new opportunities: Proactively identify additional business units, departments, and decision-makers within existing customer accounts.
• Drive commercial conversations: Lead discovery, proposals, negotiations, and closing activities for expansion opportunities.
• Expand product adoption: Identify opportunities to introduce complementary Relish solutions across supplier management, third-party risk, data validation, and invoicing.
• Partner with Customer Success: Work closely with our CSM team to understand customer needs, identify growth opportunities, and support long‑term customer value.
• Own your pipeline: Build and manage a healthy pipeline of expansion, cross‑sell, and renewal opportunities, maintaining accurate forecasts and CRM records.
• Deliver results: Consistently achieve or exceed revenue targets while contributing to a collaborative, high‑performing sales team.

Skills

B2B SaaS sales

Account expansion

Upselling

Cross-selling

Enterprise sales

Stakeholder management

Negotiation

Relationship building

Communication

Collaboration with Customer Success

Tools

CRM systems

Salesforce

ERP systems

SAP

Workday

Coupa

Job description

About Relish

At Relish, we're transforming the way businesses manage their supplier relationships, third-party risk, and procurement processes.

Our AI-powered solutions help organizations simplify supplier data validation, streamline invoicing, and get more value from their enterprise technology investments. Trusted by hundreds of global organizations, including Fortune 500 companies, we're helping businesses work smarter, reduce risk, and unlock new opportunities.

We're growing, and we're looking for commercially minded Account Executives who know how to turn strong customer relationships into meaningful business growth.

The Opportunity

We're hiring two Account Executives – Customer Base to join our growing sales organisation.

Unlike traditional new business sales roles, this opportunity is all about growing the relationships we already have . You'll work with an established portfolio of customers, identifying opportunities to expand their use of Relish's solutions, introduce additional products, and drive long-term revenue growth.

You'll be responsible for uncovering opportunities, building relationships with new stakeholders within existing accounts, and leading commercial conversations that deliver value for both our customers and Relish.

We're hiring across two key technology channels:

• SAP: One Account Executive focused on expanding relationships within our SAP customer base.
• Workday / Coupa: One Account Executive focused on customers operating within the Workday OR Coupa ecosystems.

Experience within SAP, Workday, or Coupa is certainly an advantage, but it's not essential. What matters most is your ability to grow existing accounts, build trusted relationships, and consistently deliver commercial results.

You'll work closely with our Customer Success team, who focus on customer satisfaction and adoption, while you take ownership of identifying and closing opportunities for additional revenue.

If you're someone who enjoys building relationships, spotting untapped potential, and turning customer conversations into commercial wins, this could be a great fit.

What You'll Be Doing

• Grow existing accounts: Own and execute account expansion strategies, identifying opportunities to increase revenue through upselling and cross-selling.
• Build meaningful relationships: Develop strong partnerships with existing customers, engaging stakeholders across Procurement, Accounts Payable, IT, and executive leadership.
• Uncover new opportunities: Proactively identify additional business units, departments, and decision-makers within existing customer accounts.
• Drive commercial conversations: Lead discovery, proposals, negotiations, and closing activities for expansion opportunities.
• Expand product adoption: Identify opportunities to introduce complementary Relish solutions across supplier management, third-party risk, data validation, and invoicing.
• Partner with Customer Success: Work closely with our CSM team to understand customer needs, identify growth opportunities, and support long‑term customer value.
• Own your pipeline: Build and manage a healthy pipeline of expansion, cross‑sell, and renewal opportunities, maintaining accurate forecasts and CRM records.
• Deliver results: Consistently achieve or exceed revenue targets while contributing to a collaborative, high‑performing sales team.

What We're Looking For

We're looking for someone who knows that the best commercial opportunities don't always come from winning new customers - sometimes they're sitting within the relationships you've already built.

Ideally, you'll bring:

• 5+ years of B2B software or SaaS sales experience , with a strong track record of growing revenue within an existing customer base.
• Demonstrated success in account expansion, upselling, cross‑selling, or strategic account management.
• A consistent history of achieving or exceeding sales targets.
• Experience managing complex enterprise sales cycles and navigating multiple stakeholders.
• The confidence to engage senior decision‑makers, uncover business challenges, and position solutions that deliver measurable value.
• A proactive, commercially curious mindset — you're not waiting for customers to ask for more; you're identifying opportunities before they do.
• Strong relationship-building, negotiation, and communication skills.
• The ability to collaborate effectively with Customer Success and other internal teams.

Bonus points if you have:

• Experience selling into Procurement, Finance, Accounts Payable, or IT stakeholders.
• Exposure to SAP, Workday, or Coupa ecosystems.
• Experience selling multiple products or solutions into enterprise customer accounts.
• An understanding of supplier management, procurement technology, or Source-to‑Pay processes.

Please note: This role involves approximately 15–30% travel.

Why Join Relish?

• An established customer base: Focus on expanding relationships and uncovering opportunities within customers who already know our solutions.
• Real commercial ownership: Take responsibility for driving account growth and directly influencing revenue.
• Remote‑first flexibility: Work remotely from anywhere in the United States.
• Comprehensive benefits: Health, dental, and vision insurance, 401(k) with employer match, and flexible time away.
• The tools to succeed: Access to leading enterprise software, AI tools, and a company‑provided laptop.
• A collaborative culture: Work alongside talented colleagues who value teamwork, trust, and doing the right thing.

Ready to Grow With Us?

If you're a relationship‑driven Account Executive who loves uncovering commercial opportunities, expanding customer partnerships, and making a measurable impact, we'd love to hear from you.

Whether your background is in SAP, Workday, Coupa, or broader enterprise SaaS, we're interested in what you can bring to the team.

Relish is an equal opportunity employer. We encourage applications from qualified candidates of all backgrounds.