Why This Job is Featured on The SaaS Jobs
Enterprise account expansion roles sit at the center of modern SaaS economics, where durable growth comes from deepening adoption inside existing customers rather than relying only on new logos. This position is anchored in strategic account work across a diverse customer base and requires navigating finance, accounting, and executive stakeholders—an increasingly common pattern for SaaS products selling into the office of the CFO.
From a SaaS career perspective, the role builds repeatable skills in running multi-threaded sales cycles, shaping account plans, and translating product value into business outcomes. The emphasis on retention and expansion aligns with how many SaaS companies measure performance through metrics like net revenue retention, making the experience portable across subscription businesses. Collaboration with Account Managers and cross-functional partners also reflects the team-selling motion typical in enterprise SaaS.
This role tends to suit an experienced seller who prefers structured territory and account planning, is comfortable doing research-led outreach, and can challenge customer assumptions without relying on a purely transactional pitch. It will appeal to professionals who enjoy stakeholder mapping, methodical pipeline creation across channels, and partnering internally to uncover upsell paths within complex organizations.
The section above is editorial commentary from The SaaS Jobs, provided to help SaaS professionals understand the role in a broader industry context.
Job Description
As an Expense Account Executive you will focus on expanding revenue within a strategic set of accounts. You will join a highly motivated, energetic sales team that takes pride in growing customer relationships, running strategic sales cycles and delivering our value proposition to a diverse base of accounts across various industries.
The Expense Account Executive is an ambitious and organized professional who will drive expansion & maintain high levels of retention in accounts by leveraging existing relationships across our customer base today. You will be skilled at using research to gain insight into customer challenges, identifying key stakeholders, and challenge customers' thinking about how finance teams can transform the way they work.
What You'll Do:
- Combine the interests of multiple client stakeholders to drive account revenue growth
- Build account action plans to help define appropriate expansion and new business strategies
- Demonstrate credibility multi-threading prospect stakeholders in the finance, accounting, and executive orgs
- Prospect into existing customers and prospective customers to drive revenue through our expense platform
- Collaborate with Account Managers to uncover upsell opportunities for our expense and payments products
- Navigate internal and external stakeholders inclusive of C-suite executives, investors, partners, and cross functional partners
- Use a variety of methods (email, phone, social media) to engage prospects, users and decision makers
- Achieve clear monthly, quarterly, and annual targets
What We're Looking For:
- 6+ years of sales experience within SaaS software sales
- Strong prospecting, territory planning, and team-selling experience
- Proven track record of exceeding sales quotas
- Experience in effectively demoing products
- Ability to grow rapport and relationships with potential clients
- Great attitude that can maneuver through ambiguity and ability to work collaboratively with a growing team
- Experience in the Fintech industry a strong plus
- Success depositioning legacy or established competitors with experience in a Challenger sales a plus
- Always looking for an opportunity to learn, grow and give/receive feedback
- Results-oriented individual who is excited by the prospect of fueling the continued growth and success of the company by growing our sales pipeline
