Strategic Expansion Account Manager

Phocas Software; Costa Mesa (CA); On-site; USD 90,000 - 130,000; Full time

Benefits offered by this job

5 weeks paid vacation

Workplace pension

Awesome culture

Autonomy to follow your passion

Growth opportunities

Job summary

Phocas Software is seeking an Expansion Sales - Account Manager to drive expansion within our customer portfolio. You will partner with Customer Success and cross-functional teams to turn adoption into revenue, owning the commercial relationship and delivering value-driven engagements.

You will build executive relationships, lead strategic conversations, and identify upsell and cross-sell opportunities to grow usage and value across existing accounts.

Qualifications

• Proven track record of achieving commercial targets.
• Strong commercial acumen with pricing and negotiation confidence.
• Excellent relationship-building across executives and stakeholders.
• Ability to translate challenges into clear value propositions.
• Highly organized, capable of managing multiple accounts.

Responsibilities

• Own and manage a portfolio of existing accounts to drive revenue growth.
• Meet and exceed monthly/annual expansion targets.
• Identify upsell, cross-sell, and license growth opportunities.
• Convert CSQ leads into pipeline opportunities.
• Lead pricing discussions, contracts, and amendments.
• Build senior stakeholder relationships and run Executive Business Reviews.
• Deliver accurate forecasts and pipeline reporting for leadership.

Skills

Commercial acumen

Relationship building

Executive communication

Account management

Sales forecasting

Strategic selling

Cross-functional collaboration

Education

Bachelor’s degree or equivalent

Tools

CRM (Salesforce)

Job description

Phocas Software is seeking an Expansion Sales - Account Manager to drive expansion within our customer portfolio. You will partner with Customer Success and cross-functional teams to turn adoption into revenue, owning the commercial relationship and delivering value-driven engagements.

You will build executive relationships, lead strategic conversations, and identify upsell and cross-sell opportunities to grow usage and value across existing accounts.