Expansion Sales Representative

Informatica LLC; Parker (CO); Remote; USD 80,000 - 150,000; Full time

Job summary

An established industry player is seeking a dynamic Expansion Sales Account Executive to drive incremental revenue through upselling and cross-selling enterprise software solutions. This role offers the opportunity to work remotely while collaborating with cross-functional teams to maximize customer success. You will leverage your expertise in SaaS sales and customer relationship management to analyze consumption metrics and expand existing accounts. Join a forward-thinking company that values innovative ideas and empowers employees to make a meaningful impact in the world of data management.

Benefits

Comprehensive health benefits

Flexible time-off

Equity opportunities

Mental health support

Qualifications

• 3+ years of experience in SaaS field sales with proven success.
• Expertise in expanding SaaS subscriptions and managing customer accounts.

Responsibilities

• Meet and exceed sales goals by managing and closing opportunities.
• Expand sales within existing accounts and build strategic relationships.

Skills

SaaS Sales

Salesforce CPQ CRM

Negotiation Skills

Presentation Skills

Customer Relationship Management

Education

BA/BS or equivalent

Tools

Salesforce

Job description

Build Your Career at Informatica

We seek innovative thinkers who believe in the power of data to drive meaningful change. At Informatica, we welcome adventurous, work-from-anywhere minds eager to tackle the world's most complex challenges. Our employees are empowered to push their bold ideas forward, and we are united by a shared passion for using data to do the extraordinary for each other and the world.

Expansion Sales Account Executive (Expansion SAE)

The Expansion SAEs will lead the upsell and cross-sell of enterprise software solutions from Cloud First Cloud-Native (CFCN) products to drive incremental subscription revenue from the existing customer install base. The role involves evangelizing Informatica by generating additional revenue and business from existing customers, strategically right-sizing their existing purchases, and expanding departmental to enterprise use cases. This position nurtures and owns the expansion relationship within assigned accounts/territory, maximizing Informatica's footprint for CFCN products. Incremental sales revenue will be driven by current consumption and future expansion needs.

Customer success is paramount at Informatica. The Expansion SAE will analyze consumption metrics, consult, and listen deeply to understand current and future business needs. This expansion role involves collaboration with cross-functional teams, including Subscription renewals, Sales Account Managers, Customer Success Managers, and external partners. A thorough understanding of Informatica platform technologies and SaaS consumption pricing is essential. Prior enterprise SaaS sales experience is required. This is primarily a remote role with minimal travel, up to 10-20% as needed.

The role reports to the Chief Customer Officer through subscription renewals and expansion leadership.

ESSENTIAL DUTIES & RESPONSIBILITIES

• This is a quota-carrying expansion sales position.
• Meet and exceed sales goals by analyzing consumption metrics, prospecting, qualifying, managing, and closing opportunities within assigned accounts/territory.
• Expand sales within existing accounts and build strategic relationships with decision-makers.
• Possess expert knowledge of selling CFCN products and services.
• Manage customer and transactional data accurately in Salesforce CPQ CRM.
• Provide regular pipeline and forecast reports.
• Ensure accurate forecasting, quarterly revenue delivery, and implementation of expansion plans.
• Gather customer feedback for product and process improvements.
• Nurture and expand relationships with various customer accounts, managing high-volume or complex accounts as assigned.

KNOWLEDGE & SKILLS

• Expert experience using professional concepts to resolve complex issues creatively.
• Deep industry knowledge and understanding of customer decision-making and business objectives.
• Advanced presentation, negotiation, and business acumen skills.
• Knowledge of enterprise cloud platforms, SaaS, PaaS, and SaaS contracts.
• Understanding of software deployment and consumption metrics.
• Familiarity with Informatica's subscription and pricing models for expansion discussions.
• Strong negotiation skills for renewal contracts and expansion opportunities.
• Comprehensive understanding of business and technical contexts of key accounts.
• Ability to establish trust and consult effectively with internal and external stakeholders.

EDUCATION & EXPERIENCE

• Minimum 3+ years of field sales experience in SaaS.
• Experience in data management software sales.
• Proven success in expanding SaaS subscriptions, with overachievement of quota ($1M+ ARR) and strong references.

• BA/BS or equivalent education and experience considered.

• At least 5+ years of relevant professional experience.

Perks & Benefits

• Comprehensive health, vision, wellness benefits, and retirement plans.
• Flexible time-off and hybrid work practices.
• Equity opportunities and stock purchase programs.
• Mental health and Employee Assistance Program (EAP).

Our DATA values drive us. At Informatica, our employees are our greatest asset. If your experience aligns but doesn't match every qualification, apply anyway—you might be exactly who we need to fuel our future with innovative ideas and a thriving culture.

Informatica (NYSE: INFA) leads in enterprise AI-powered cloud data management, empowering businesses to leverage their data and AI. We pioneered the Informatica Intelligent Data Management Cloud, supporting data across multi-cloud and hybrid systems. Trusted by customers worldwide, including over 80 Fortune 100 companies. Visit us at www.informatica.com. Connect with us on LinkedIn, X, and Facebook. Informatica. Where data and AI come to life.