Expansion Sales Representative

Informatica Corp.; United States; Remote; USD 70,000 - 110,000; Full time

Job summary

A forward-thinking company is seeking an Expansion Sales Account Executive to lead upsell and cross-sell efforts of enterprise software solutions. This dynamic role focuses on nurturing relationships within existing accounts to maximize revenue potential. Ideal candidates will have a strong background in SaaS sales, with a proven track record of exceeding quotas. The position emphasizes customer success and requires collaboration with various teams to ensure client needs are met. Join a team that values innovative thinking and empowers you to drive meaningful change through data.

Benefits

Comprehensive health benefits

Flexible time-off policy

Equity opportunities

Employee stock purchase program

Mental Health and Employee Assistance Program

Qualifications

• 3+ years of field sales experience in the SaaS space.
• A clear track record of success in expanding SaaS subscriptions.

Responsibilities

• Meet and exceed expansion sales goals through analyzing consumption metrics.
• Build strategic relationships with key decision-makers.

Skills

Sales Strategy

Customer Relationship Management

Negotiation Skills

Data Management Software

Presentation Skills

Education

BA/BS or equivalent

Tools

Salesforce CPQ

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)

TheExpansion SAEswill lead the upsell and cross-sell of enterprise software solutions fromCloud First Cloud-Native (CFCN)products to drive incremental subscription revenue from the existing customer install base. TheExpansion SAEis expected to evangelize Informatica by generating additional revenue and business from existing customers to fuel our growth by strategically right sizing their existing purchases to meet their needs and expanding the departmental use case to an enterprise use case. This role nurtures and owns the expansion relationship within assigned accounts/territory and maximizes Informatica’s footprint within them for CFCN products. Incremental Sales revenue will be driven by customers’ current consumption of CFCN products guided by the present adoption and their future expansion needs.

Nothing is more paramount to us inInformaticathan customer success. In this role, theExpansion SAEwon’t simply sell products. They are expected to analyze the consumption metrics, consult, and listen deeply to understand current and future business needs. This expansion sale to the existing customer base is backed by collaborative cross-functional teams. Incumbents effectively collaborate with other teams, including Subscription renewals reps, Sales Account Managers, Customer Success Managers, Customer Success Technologists, marketing, channel management, finance, and customer support, as well as external parties such as Alliances and Channel Partners. As its consumption-based expansion role, it needs a thorough understanding of Informatica platform technologies and/or SaaS consumption pricing. Prior enterprise sales experience within the SaaS ecosystem is a must-have experience. This is mainly a remote sale expand selling position where minimum travel to the customer’s location is expected based on customer needs. Travel is up to and may not exceed 10 to 20%, based on the needs of the business.

This role will report to theChief Customer Officerorganization through subscription renewals and expansion leadership.

ESSENTIAL DUTIES & RESPONSIBILITIES

• This role is a quota-carrying expansion or incremental sales position.
• Meet and exceed expansion sales goals (quotas) through analyzing consumption metrics, prospecting, qualifying, managing, and closing sales opportunities end to end within the assigned accounts/territory.

• Expands sales within existing accounts while getting connected and building strategic relationships with key decision-makers.
• At this level, incumbents will have expert-level knowledge of selling the company’s CFCN products and services.
• Manage and track customer and transactional information in a Salesforce CPQ CRM system with high accuracy.
• Provide regular and accurate reporting of pipeline and forecast through the CRM system.
• Accountable for accurate forecasting, regular quarterly revenue delivery, and the implementation of agreed account-level expansion plans.
• Provides customer feedback to internal stakeholders for product, systems, and process improvements.
• Nurture and expand the company’s relationship with customer accounts of various sizes. As it’s a consumption-based sale, assigned accounts may be high in volume or larger and of the most complex nature. Hence assigned quota will vary.

KNOWLEDGE & SKILLS

• Holds expert-level experience and uses professional concepts and company objectives to resolve complex issues in creative and effective ways.
• Deep industry knowledge and understanding of a customer’s decision-making process, goals, strategies, and business objectives.
• Expert-level presentation, financial/business acumen, and negotiation skills at all levels of customer engagement.
• Knowledge of the enterprise cloud platforms, SaaS, PaaS, and SaaS contracts
• Full functional knowledge of the deployment of software solutions and how consumption metrics drive expansion
• Maintain an understanding of Informatica’s subscription and Consumption pricing models to provide customers assistance in the usage/use case-based expansion discussions.
• Negotiate all facets of renewal contracts, Adoption, and consumption metrics to develop win/win negotiation strategies that maximize contract value while enhancing the customer relationship.
• Complete, “big-picture” understanding of the business and technical contexts of key accounts to drive departmental use case sales to enterprise-wide expansion sales.
• Fully adept at consultative effectiveness and establishing trust with internal and external customers.

EDUCATION & EXPERIENCE

• 3+ years of field sales experience in the SaaS space.
• Experience within data management software selling.
• A clear track record of success in expanding SaaS subscriptions, demonstrated by overachievement of quota ($1M+ of ARR) and a very strong customer reference

• BA/BS or equivalent educational background, we will consider an equivalent combination of relevant education and experience

• Minimum 5+ years of relevant professional experience

Perks & Benefits

• Comprehensive health, vision, and wellness benefits (Paid parental leave, adoption benefits, life insurance, disability insurance and 401k plan or international pension/retirement plans
• Flexible time-off policy and hybrid working practices
• Equity opportunities and an employee stock purchase program (ESPP)
• Comprehensive Mental Health and Employee Assistance Program (EAP) benefit

Our DATA values are our north star and we are passionate about building and delivering solutions that accelerate data innovations. At Informatica, our employees are our greatest competitive advantage. So, if your experience aligns but doesn’t exactly match every qualification, apply anyway. You may be exactly who we need to fuel our future with innovative ideas and a thriving culture.

Informatica (NYSE: INFA), a leader in enterprise AI-powered cloud data management, brings data and AI to life by empowering businesses to realize the transformative power of their most critical assets. We pioneered the Informatica Intelligent Data Management Cloud that manages data across any multi-cloud, hybrid system, democratizing data to advance business strategies. Customers in approximately 100 countries and more than 80 of the Fortune 100 rely on Informatica. www.informatica.com. Connect with LinkedIn, X, and Facebook. Informatica. Where data and AI come to life.