Why This Job is Featured on The SaaS Jobs
### Why this Role is Featured on The SaaS Jobs
This Commercial Account Executive role sits squarely in a common SaaS growth motion: expanding existing customer relationships while also winning net-new logos for an adjacent platform (expense management) within a broader travel customer base. In SaaS, these “land-and-expand” and cross-sell plays are where product value, customer outcomes, and revenue strategy meet—especially when selling into finance and accounting stakeholders with clear operational pain points.
From a career standpoint, the position builds durable SaaS commercial skills: running structured sales cycles, multi-threading across stakeholder groups, and using research-led discovery to reframe how teams work. Experience partnering closely with Account Managers also maps well to modern SaaS revenue orgs where expansion, retention, and new business are coordinated rather than siloed. The emphasis on stakeholder navigation and strategic account planning translates across many B2B SaaS categories.
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
The expense sales team is responsible for up-selling our existing travel customers onto our expense management platform and selling net new customers leading with our expense management capabilities. 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 new 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:
- 2+ years of experience in a full-cycle, closing sales role ideally within SaaS or similar environment
- 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
