Account Executive, Mid-Market Expansion

Scribe; United States; Remoto; USD 165.000 - 220.000; Tempo pieno

Vantaggi offerti da questo lavoro

Healthcare Coverage

Equity

401(k) Plan

Flex Benefit

Commuter Benefits

PTO

Parental Leave

Wellness & Family Support

Descrizione del lavoro

Scribe is seeking an Expansion Account Executive to own a portfolio of existing accounts and drive net new revenue by selling Scribe Optimize. You’ll work with Customer Success to grow within large customers (250–1,500 employees), converting opportunities into strategic expansions.

You’ll run full sales cycles, collaborating across teams, and use structured methodologies to forecast accurately while continually learning in a fast-growing, remote-friendly company in the U.S.

Competenze

• 3–5 years of quota-carrying experience in Mid Market B2B SaaS or AI sales.
• Career growth with increasing responsibility year over year.
• Recent focus on hunting and expansion rather than renewals.
• Experience running complex, multi-stakeholder, consultative sales cycles.
• Closed net new opportunities inside existing accounts beyond upsell/cross-sell.

Mansioni

• Grow revenue across 50+ existing accounts.
• Convert CS-qualified leads into expansion deals.
• Lead full sales cycle from discovery to close.
• Build consensus among 250–1,500 employee orgs with multiple stakeholders.
• Close strategic expansion deals averaging $75K+ ACV over 4–6 months.
• Manage deals with MEDDPICC or SPICED; keep forecasts accurate.
• Maintain pipeline in Salesforce, Gong, and Sigma and share learnings.

Conoscenze

Quota carrying

Mid Market SaaS sales

Hunter mindset

Consultative selling

Executive stakeholder management

Strumenti

Salesforce

Gong

Sigma

Descrizione del lavoro

About Scribe

Scribe is where exceptional people come to do the best work of their careers. More than 94% of the Fortune 500 use Scribe to own their specialized intelligence: the unique way their teams work, decide, and get things done. Our Specialized Intelligence platform automatically captures how work happens and turns it into a living asset for people and AI agents.

About Scribe

Scribe is where exceptional people come to do the best work of their careers. More than 94% of the Fortune 500 use Scribe to own their specialized intelligence: the unique way their teams work, decide, and get things done. Our Specialized Intelligence platform automatically captures how work happens and turns it into a living asset for people and AI agents.

We're growing fast. Since our founding in 2019, we've reached 7 million users across 600,000 businesses. Based in San Francisco, we're a LinkedIn Top Startup, valued at over $1B, and backed by leading investors. Join us in our mission to transform how people work.

About The Role

As an Expansion Account Executive, you'll be the hunter on our customer base: you own a portfolio of existing accounts and turn them into net new revenue by selling new products, especially Scribe Optimize, while working closely with Customer Success to find where our largest customers are ready to grow. You'll spend most of your time on strategic, consultative deals with organizations of 250 to 1,500 employees, helping them adopt new products and use cases as their workflow automation needs mature.

What You'll Do

• Grow net new revenue across a book of 50+ existing customer accounts
• Turn Customer Success Qualified Leads into closed expansion deals, while uncovering additional whitespace across your accounts
• Run the full sales cycle for expansion opportunities, from discovery through close
• Build consensus across complex, multi-stakeholder buying groups inside organizations of 250 to 1,500 employees
• Close strategic expansion deals averaging $75K+ ACV, with sales cycles typically running 4 to 6 months
• Manage complex deals with a structured methodology such as MEDDPICC or SPICED, and keep your forecast accurate
• Run your pipeline and account insights in Salesforce, Gong, and Sigma, and share what you learn to sharpen the expansion motion as we scale

What We're Looking For

• 3 to 5 years of carrying a quota in Mid Market B2B SaaS or AI sales (or similar)
• Has a career that has moved in one direction: more responsibility and better results, year over year
• Has spent recent years focused on hunting and expansion rather than renewal targets
• Has run complex, consultative sales cycles with multiple stakeholders and executive buyers
• Has found and closed net new opportunities inside an existing account, beyond upselling and cross-selling
• Forecasts with discipline, uses a structured methodology to navigate complex deals, asks sharp questions, and partners naturally with Customer Success while keeping ownership of the commercial outcome

Why you'll love working here

• A book of existing customers who already run on Scribe, so you start with real relationships and real usage to build from
• A close partnership with Customer Success, so you see where expansion opportunities come from and how they turn into deals
• A new product to bring to market in Scribe Optimize, as customers' workflow automation needs mature
• A sales motion that is still evolving, which means your insights help shape how expansion works at Scribe as we scale

Compensation & location

Remote, with a requirement to be based permanently in the U.S. We'd love someone on the East Coast, but we're open to exceptional candidates in major metros nationwide.

Salary and office requirements vary by location. All full‑time employees receive equity in Scribe. Final offers depend on experience and scope.

Benefits

• Healthcare Coverage – Comprehensive health, dental, and vision plans, including two $0/month medical plan options for employees
• Equity – Ownership in what we're building
• 401(k) Plan – through Vestwell
• Flex Benefit – $500/year for home office equipment, productivity tools, learning & development or fitness/wellness
• Commuter Benefits – $100/month for SF based employees
• PTO – Flexible paid time off and company holidays
• Parental Leave – Paid leave to support growing families
• Wellness & Family Support – Free Talkspace membership, One Medical access (location-dependent), and Kindbody discounts for family planning

At Scribe, we celebrate our differences and are committed to creating a workplace where all employees feel supported and empowered to do their best work. Scribe is proud to be an Equal Opportunity Employer.

Compensation Range: $165K - $220K