Strategic Expansion 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 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.