Account Manager – Farming & Account Growth

Talismatic; United States; Remote; USD 120,000 - 170,000; Full time

Job summary

Talismatic is seeking a Customer Account Executive to drive expansion within our existing customer base, owning expansion ARR across a defined book and leading end-to-end expansion motions. You will partner with Customer Success to convert realized value into commercial growth, maintain weekly and monthly forecasts, and prioritize multi-product adoption and seat expansion.

Strong collaboration with Product, Sales, and Finance is expected to articulate ROI-based business cases and strategic

Qualifications

• 5–10+ years of B2B SaaS sales experience, preferably in expansion or account growth roles.
• Proven success closing upsell and cross-sell deals within existing customer bases.
• Experience selling through a value-based, consultative motion.
• Strong executive presence and negotiating skills.
• High forecasting rigor and CRM discipline.
• Demonstrated ability to partner effectively with Customer Success teams.
• Proven track record of expanding revenue within existing enterprise customers.
• Experience selling into large, complex organizations ($1B+ revenue preferred).
• Familiarity with subscription-based, multi-product SaaS models.
• Domain experience in Procurement, ERP, Finance, HR, or adjacent enterprise platforms is a strong plus.

Responsibilities

• Own and deliver a dedicated expansion ARR quota across a defined book of existing customers.
• Identify, qualify, and close expansion opportunities including seat growth and add-ons.
• Lead expansion deals end-to-end by discovery, valu e quantification, pricing, and terms to close incremental ARR.
• Drive multi-year and multi-product expansion motions aligned to customer outcomes.
• Maintain weekly and monthly expansion forecast with documented close plans and risk mitigation.
• Build and execute expansion strategies rooted in customer objectives and realized product value.
• Leverage usage data, success milestones, and intents signals to initiate timely expansion conversations.
• Conduct executive-level discovery to uncover growth drivers and whitespace.
• Develop ROI-based business cases that justify incremental investment.
• Position expansions as outcome accelerators, not feature-based transactions.
• Partner with Customer Success Managers to assess expansion readiness and value realization.
• Participate in QBRs and executive reviews to support expansion strategy.
• Maintain clear swimlanes: CS owns outcomes and renewals; AE owns expansion revenue.
• Coordinate clean post-close handoffs to ensure adoption of expanded scope.
• Support upsell only when expansion is viable and customer value remains intact.

Skills

B2B SaaS sales

Upsell & cross-sell

Value-based selling

Executive presence

Forecasting rigor

CRM discipline

Customer Success partnership

Enterprise expansion

Enterprise sales

Multi-product SaaS

Procurement/ERP domains

Job description

TheCustomerAccountExecutiveisaquota-carryingsalesroleresponsibleforexecutingexpansionmotionsthatdriveincrementalARRwithintheexistingcustomerbase.Thisroleownsupsell,cross-sell,seatexpansion,andmulti productadoption. WorkinginclosepartnershipwithCustomerSuccesstoconvertrealizedcustomervalueintocommercialgrowth.Thisroledoesnotownrenewals,churnprevention,oraccounthealth.SuccessismeasuredstrictlyonexpansionARRperformanceandcontributiontoNetRevenueRetention(NRR).

CoreResponsibilities

ExpansionRevenueOwnership

• OwnanddeliveradedicatedexpansionARRquotaacrossadefinedbookofexistingcustomers

• Identify,qualify,andcloseexpansionopportunitiesincludingseatgrowth,productadd-ons,andtierupgrades

• Leadexpansiondealsend-to-endbyexecutingdiscovery,quantifyingvalue,structuringpricing,andnegotiatingtermstocloseincrementalARR

• Drivemulti-yearandmulti-productexpansionmotionsalignedtocustomeroutcomes

• Maintainaweeklyandmonthlyexpansionforecastwithdocumentedcloseplansandriskmitigationforcommitteddeals

Value-BasedAccountGrowth

• Buildandexecuteexpansionstrategiesrootedincustomerbusinessobjectivesandrealizedproductvalue

• Leverageusagedata,successmilestones,andintentsignalstoinitiatetimelyexpansionconversations

• Conductexecutive-leveldiscoverytouncovergrowthdriversandwhitespace

• DevelopROI-basedbusinesscasesthatjustifyincrementalcustomerinvestment

• Positionexpansionsasoutcomeaccelerators,notfeature-basedtransactions

CustomerSuccessPartnership

• PartnerwithCustomerSuccessManagerstoassessexpansionreadiness,confirmvaluerealization,andaligntimingbeforeinitiatingcommercialmotions

• ParticipateinQBRsandexecutivereviewstosupportexpansionstrategyandvaluearticulation

• Maintainclearswimlanes:CSownsoutcomesandrenewals;CustomerAEownsexpansionrevenue

• Coordinatecleanpost-closehandoffstoensuresuccessfuladoptionofexpandedscope

• Supportsavemotionsonlywhenexpansionisviableandcustomervalueremainsintact

PipelineManagement&Forecasting

• Buildandmanageahealthyexpansionpipelinewithdefinedcloseplansandnextsteps

• ForecastexpansionARRweeklyandmonthlywithhighaccuracyanddiscipline

• Trackwhitespace,penetration,andexpansionconversionrates

• MaintainstrongCRMhygiene,dealdocumentation,andinspectionreadiness

Cross-FunctionalCollaboration

• PartnerwithProductandMarketingonexpansionusecases,messaging,andenablement

• Providestructuredfeedbackonexpansionblockers,pricingfriction,andcompetitivedynamics

• CollaboratewithRevOps,Finance,andLegaltoensureclean,efficientdealexecution

• Contributetoexpansionplaybooksandrepeatablebestpractices

SuccessMetrics

• ExpansionARRattainment

• ContributiontoNetRevenueRetention(NRR)

• Expansionpipelinecoverageandconversionrates

• Forecastaccuracy

• AverageContractValue(ACV)growth

• Multi-productadoption

WhatSuccessLooksLikein12Months

• Consistentlyexceedsexpansionquota

• DrivesmeasurableimprovementinNetRevenueRetention

• Maintainsapredictable,trustworthyforecast

• ViewedasatrustedexpansionpartnerbyCustomerSuccessandleadership

• Customersseeyouasastrategicgrowthadvisor,notatransactionalsellerTheCustomerAccountExecutiveisaquota-carryingsalesroleresponsibleforexecutingexpansionmotionsthatdriveincrementalARRwithintheexistingcustomerbase.Thisroleownsupsell,cross-sell,seatexpansion,andmulti-productadoption—workinginclosepartnershipwithCustomerSuccesstoconvertrealizedcustomervalueintocommercialgrowth.

RequiredSkills:

• 5–10+yearsofB2BSaaSsalesexperience,preferablyinexpansionoraccountgrowthroles

• Provensuccessclosingupsellandcross-selldealswithinexistingcustomerbases

• Experiencesellingthroughavalue-based,consultativemotion

• Strongexecutivepresenceandnegotiationskills

• HighforecastingrigorandCRMdiscipline

• DemonstratedabilitytopartnereffectivelywithCustomerSuccessteams

• Proventrackrecordofexpandingrevenuewithinexistingenterprisecustomers

• Experiencesellingintolarge,complexorganizations($1B+revenuepreferred)

• Familiaritywithsubscription-based,multi-productSaaSmodels

• DomainexperienceinProcurement,ERP,Finance,HR,oradjacententerpriseplatformsisastrongplus

IdealCharacteristics

• Commerciallysharpandgrowth-oriented

• Comfortableoperatingwithoutrenewalownership

• Collaborative,butclearonaccountability

• Curious,discovery-driven,andoutcome-focused

• Biastowardexecution—movesquicklyfromsignaltodealmotion

• Predictableperformerwhovaluesforecastaccuracy

PersonalAttributes

• Ownershipmindsetwithhighaccountabilityforrevenueoutcomes

• Customer-centricbutcommerciallysharp

• Comfortableoperatingwithoutateam,hands-onandexecution-focused

• Strategicthinkerwithstrongfollow-through

WhyJoinZycus

• High-impactrolewithdirectownershipofnetrevenueretention,expansion,andlong-termcustomerlifetimevalue

• JoinaNew-AgeLeaderand“GrandSlam”organization,recognizedbyGartner,Forrester,andIDCforproductinnovation,executionexcellence,andcustomerimpactacrosstheSource-to-Paylandscape

• Workwithamarket-leading,AI-poweredS2Pplatformofferingawell-roundedenterprisesuite,withadvancedinvestmentsinintake,orchestration,andautonomousnegotiationthroughMerlinAI

• Partnerwithlarge,strategicglobalenterprises,drivingcomplex,high-valueprocurementanddigitaltransformationinitiatives

• StrongcollaborationwithCustomerSuccessandProductleadership,includingcustomerco-developmentandprereleaseprogramsthatdirectlyinfluenceroadmapandinnovation

• Bepartofanorganizationknownforbest-in-classcustomerexperience,consistentlyrankingamongtopvendorsforsupporteffectiveness,lowerticketvolumes,andstrongglobalsupportcoverage

• Leveragestrongbrandmomentumanddifferentiatedmarketingleadership,drivinghighcustomerengagementandmarketvisibility

• Competitivecompensationwithameaningfulvariableupsidealignedtoperformanceandbusinessoutcomes