Expansion Sales - Account Manager

Phocas Software; Costa Mesa (CA); On-site; USD 120,000 - 180,000; Full time

Benefits offered by this job

5 weeks paid vacation

Workplace pension

Career growth opportunities

Strong culture & work-life balance

Job summary

Phocas Software is expanding its sales team in California. The Expansion Sales - Account Manager will drive revenue growth within existing accounts, lead strategic conversations, and partner with Customer Success to unlock value.

You will convert CS-led insights into tangible opportunities and align Phocas solutions with customer outcomes. You will collaborate with success, marketing, product, and support to maximize value, owning the commercial relationship and forecasting for leadership.

Qualifications

• Proven track record of achieving commercial targets and managing full sales cycles.
• Strong commercial acumen with confidence in pricing and negotiation discussions.
• Excellent relationship-building and communication skills across executive and operational stakeholders.
• Ability to translate customer challenges into clear solution value.
• Highly organized and capable of managing multiple accounts simultaneously.
• Proactive, curious, and customer‑first mindset with resilience under pressure.
• Passion for technology, learning, and aligning with Phocas’ values.

Responsibilities

• Own and manage a portfolio of existing customer accounts, driving revenue growth through strategic 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 business 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

Track record of achieving commercial@

Pricing & negotiation

Relationship building

Translate challenges into value

Organization & multi-account mgmt

Proactive & customer-first mindset

Technology passion

Job description

Phocas Software is a profitable, growing SaaS company with a loyal customer base and a category-leading product. With a clear path toward scaling from $70M to $250M and a reimagined GTM structure, this is a prime moment to join and shape the future of how we deliver value to customers.

We know that fun is different for everyone. So, if you want to try out innovative approaches to sales, lead a project, save the planet, or spend more time with your favourite people outside work, you’ll have our full support.

As long as you’re doing what brings you joy, the rest falls into place. Think less stress, higher performance, more energy and all-round nicer human. Your friends and family will be delighted.

Create your happy place

The Expansion Sales - Account Manager plays a pivotal role in driving commercial partnerships, revenue expansion, and executive alignment across our customer portfolio. This is a role for a commercially minded relationship builder who thrives on identifying growth

opportunities, leading strategic conversations, and helping customers realize more value from their investment in Phocas.

You will work closely with Customer Success and cross-functional teams to turn customer adoption into measurable expansion and long-term partnership.

Phocas’ growth strategy relies not only on acquiring new customers but on maximizing value within our existing accounts . Expansion revenue, customer advocacy, and strong executive relationships are central to this motion.

This role is scoped specifically to expansion — growing usage and value within existing accounts through cross-sell, upsell, and new product adoption. Contract renewals are owned by other teams.

The Expansion Sales - Account Manager sits at the heart of this strategy—owning the commercial relationship, converting Customer Success insights into revenue opportunities, and ensuring customers see Phocas as a long‑term strategic partner.

Why This Role Matters

• Revenue Growth: Direct ownership of expansion revenue through upsell, cross‑sell, and new product sales.
• Customer Partnership: Builds deep executive relationships that strengthen retention and advocacy.
• Commercial Execution: Converts Customer Success Qualified Leads (CSQLs) into tangible pipeline and revenue.
• Visibility & Predictability: Provides clear forecasting and pipeline insight for leadership.
• Cross-Functional Impact: Works closely with Customer Success, Marketing, Product, and Support to maximize customer value.

Team Structure & Growth Plan

Reporting to the AM Market Lead , this role works in close partnership with:

• Customer Success Managers to align on adoption, risk, and renewal success
• BDRs and Account Executives to coordinate account strategy
• Marketing, Product, and Support teams to address customer needs and unlock value

This role has no direct reports but plays a central role in orchestrating internal resources around customer success and growth.

What You Will Be Responsible For

• Own and manage a portfolio of existing customer accounts, driving revenue growth through strategic 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 business 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.

Who We Are Looking For

• Proven track record of achieving commercial targets and managing full sales cycles.
• Strong commercial acumen with confidence in pricing and negotiation discussions.
• Excellent relationship-building and communication skills across executive and operational stakeholders.
• Ability to translate customer challenges into clear solution value.
• Highly organized and capable of managing multiple accounts simultaneously.
• Proactive, curious, and customer‑first mindset with resilience under pressure.
• Passion for technology, learning, and aligning with Phocas’ values.

We expect results at Phocas, which is why we give so much in return. In addition to your 5 weeks paid vacation, workplace pension, you can look forward to:

• Fun / Fulfilling : Awesome culture and meaningful work
• Money: Competitive pay and a chance to share in our success.
• Autonomy : Trusted to follow your passion and make it your own
• Growth: Opportunity to be more – for you and the business
• Wellness : We believe in a real work life balance and have a strong family orientated culture
• Career Journey : Take you skills to the next level with access to advanced training material 24/7

We are a 2020 Circle Back Initiative Employer – we commit to respond to every applicant

To all recruitment agencies:

Phocas does not accept agency resumes. Please do not forward resumes to our jobs alias, Phocas employees or any other company location. Phocas will not be responsible for any fees related to unsolicited resumes.

Phocas is an Equal Employment Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, colour, religion, sex, national origin, sexual orientation, gender identity, disability and protected veterans status or any other characteristic protected by law.