Strategic Account Executive, Customer Expansion

HRSoft; Denver (CO); On-site; USD 120,000 - 190,000; Full time

Job summary

HRSoft is seeking a Strategic Account Executive for Customer Expansion to grow existing enterprise relationships through cross-sell and upsell across a broad compensation platform. This quota-carrying role intersects with Customer Success, Account Management, Solution Consulting, and Alliances to drive multi-year account plans and sustained expansion.

The ideal candidate brings enterprise SaaS experience, a proven expansion track record, and the discipline to diagnose customers’ needs with

Qualifications

• 3+ years in enterprise SaaS with a track record of expansion, cross-sell, upsell, or net-retention targets.

Responsibilities

• Own an expansion target across a portfolio of existing enterprise customers, spanning cross-sell and upsell.
• Map account whitespace against the full platform and build multi-year expansion plans for each strategic account.
• Develop a clinical understanding of each customer’s business to solve precisely rather than pitch broadly.
• Anticipate and prepare customers for change — growth, M&A and integration, reorganizations, and shifts in compensation strategy.
• Align HRSoft’s capabilities to each customer’s evolving business challenges, not only their current-state requirements.
• Multi-thread into new buying centers — Finance, executive compensation, total rewards, and business-unit leadership.
• Partner with Customer Success and Professional Services to convert adoption and value realization into expansion.
• Lead value-based discovery and quantified business cases for additional capabilities and platform consolidation.
• Position HRSoft’s AI and system-of-record vision to elevate the relationship from tool to strategic platform.
• Re-sell the vision at renewal inflection points, protecting and growing committed spend.
• Activate consulting and HCM partners to support complex, multi-module expansions.
• Forecast and deliver expansion bookings, and contribute directly to net revenue retention.

Skills

Enterprise SaaS

Quota attainment

Cross-functional collaboration

Strategic selling

Relationship building

Player-coach leadership

Job description

TITLE Strategic Account Executive, Customer Expansion (Cross-Sell / Upsell)

FUNCTION Enterprise Sales — installed-base growth (player-coach track)

REPORTS TO Head of Sales

TRAVEL Approximately 25–40%

THE OPPORTUNITY

The fastest, most durable growth HRSoft has is already inside its customer base.

Enterprises rarely adopt the full breadth of a compensation platform at once. They land with compensation planning and merit, prove the value, and then discover that incentives, long-term and alternative pay, total rewards, pay equity, and AI-driven decision support all belong on the same governed record. The distance between what a customer buys first and what it ultimately needs is the expansion opportunity — and it is substantial.

Customers are also moving targets. Growth, acquisitions and integrations, reorganizations, and new compensation strategies reshape their needs constantly — and nearly every structural change has compensation downstream of it. The sellers who win anticipate those shifts and prepare both the customer and the platform for what is coming.

HRSoft is hiring a Strategic Account Executive for Customer Expansion to convert that whitespace into growth. This is a quota-carrying expansion seller who grows existing enterprise relationships through cross-sell and upsell — multi-threading into new buying centers, building multi-year account plans, and re-selling the platform vision at every inflection point.

This is a relationship-led, strategy-heavy seat. The successful candidate partners closely with Customer Success and Account Management to turn adoption and realized value into expansion, while bringing the commercial instinct to create urgency and close. The reward is ownership of the company’s most compounding growth lever.

ABOUT HRSOFT

HRSoft is the enterprise standard for compensation management. Its platform enables organizations to plan, automate, govern, and communicate the full compensation lifecycle — from merit planning and incentive compensation to long-term incentives, equity, executive compensation, and total rewards — within a single, configurable, AI-enabled system of record.

Customers choose HRSoft for the depth of its configurability, the quality of its implementation, and a track record across some of the most complex compensation programs in the market. Backed by Gryphon Investors, HRSoft is entering its next phase of growth: expanding the platform, accelerating AI-native capability, and extending into adjacent regulated verticals.

THE EXPANSION LANDSCAPE

Customers land on compensation planning. The expansion opportunity is the rest of the platform — the pay, communication, intelligence, and data capabilities that make HRSoft the compensation system of record, configured to each customer’s industry.

• Plan & model. Budgeting, with modeling and calibration for scenario-based decision support.
• Pay & reward. Pay for performance, variable compensation, and milestone bonuses.
• Long-term & alternative. Long-term incentives and equity programs.
• Communicate & engage. Total rewards communication, compensation statements, and planning tools that reach every employee.
• Platform & enablement. HRSoft Intelligence (AI), international capabilities, and the integrations that unify HRIS, finance, and CRM into one record.

Financial Services is pursued as a dedicated vertical and sits outside this installed-base map.

Matching the right capability to each customer’s business challenge is the core craft of the role.

THE ROLE

Expansion selling here is clinical, not transactional — it begins with knowing the customer’s business better than they expect.

The Strategic Account Executive for Customer Expansion owns one outcome: growth within existing enterprise customers. The mandate is to identify whitespace, build the case for additional capability, and close expansion — working as one team with Customer Success, Account Management, Solution Consulting, and Alliances.

Key Responsibilities

• Own an expansion target across a portfolio of existing enterprise customers, spanning cross-sell and upsell.
• Map account whitespace against the full platform and build multi-year expansion plans for each strategic account.
• Develop a clinical understanding of each customer’s business — its strategy, structure, talent model, and the compensation challenges that follow — to solve precisely rather than pitch broadly.
• Anticipate and prepare customers for change — growth, M&A and integration, reorganizations, and shifts in compensation strategy — positioning the platform to absorb what is coming.
• Align HRSoft’s capabilities to each customer’s evolving business challenges, not only their current-state requirements.
• Multi-thread into new buying centers — Finance, executive compensation, total rewards, and business-unit leadership — beyond the original compensation-planning sponsor.
• Partner with Customer Success and Professional Services to convert adoption and value realization into expansion.
• Lead value-based discovery and quantified business cases for additional capabilities and platform consolidation.
• Position HRSoft’s AI and system-of-record vision to elevate the relationship from tool to strategic platform.
• Re-sell the vision at renewal inflection points, protecting and growing committed spend.
• Activate consulting and HCM partners to support complex, multi-module expansions.
• Forecast and deliver expansion bookings, and contribute directly to net revenue retention.

CANDIDATE PROFILE

The ideal candidate is a proven new-logo hunter who now wants to apply that craft to the company’s most compounding asset — its customers. They pair a closer’s edge with the discipline to know an account clinically, and most have carried — and in some cases led others to carry — enterprise quota.

Professional Experience

• A proven new-logo hunter — demonstrated ability to create demand and win net-new enterprise business — now motivated to grow existing relationships.
• 3+ years in enterprise SaaS with a track record of over‑achieving expansion, cross‑sell, upsell, or net‑retention targets.
• Some people‑management or player‑coach experience — managing, mentoring, or leading other sellers.
• A history of learning a customer’s business deeply and diagnosing compensation problems with clinical precision.
• Experience guiding customers through inflection points — growth, M&A and integration, reorganization, or major compensation‑strategy change.
• Demonstrated ability to identify whitespace and grow existing accounts into multi‑product platform relationships.
• Experience multi‑threading into new executive buying centers within established customers.
• A history of partnering with Customer Success and Account Management to drive adoption‑led growth.

PREFERRED QUALIFICATIONS

• Experience selling HCM, compensation, total rewards, or adjacent enterprise SaaS into an installed base.
• Familiarity with compensation programs — merit, incentives, long‑term incentives, executive compensation, pay equity, total rewards.
• Experience expanding accounts through multi‑module or platform-consolidation motions.
• Experience partnering with Deloitte, EY, Mercer, WTW, Aon, Korn Ferry, or HCM platforms such as Workday, SAP SuccessFactors, UKG, Oracle, Dayforce, or ADP.
• Experience within a private equity‑backed or high‑growth SaaS environment.

Sellers who have built their reputation on net revenue retention and expansion‑led growth — turning satisfied customers into platform relationships — are especially encouraged to apply.

WHY HRSOFT

This role sits on top of the company’s most compounding growth lever: a loyal enterprise base and a widening product surface.

• Installed Base. A loyal, enterprise customer base with substantial untapped whitespace.
• Platform. A widening surface — incentives, long‑term and alternative pay, total rewards, AI, system of record.
• Momentum. PE‑backed, well‑capitalized, and accelerating under Gryphon Investors.
• Visibility. Executive relationships and an influential consulting & HCM partner ecosystem.
• Upside. Performance‑linked upside tied to the company’s fastest‑compounding revenue.
• Trajectory. A seat that can scale into team leadership for those who want it.

EQUAL EMPLOYMENT OPPORTUNITY

HRSoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status, or any other protected characteristic under applicable law.