Why This Job is Featured on The SaaS Jobs
### Why this Role is Featured on The SaaS Jobs
Enterprise install base roles have become a core lever in SaaS as growth shifts from net new acquisition to expansion within existing customers. This position sits at that intersection, focused on retaining and growing recurring revenue across complex enterprise environments where multiple brands, stakeholders, and use cases shape the commercial motion. The emphasis on account planning, usage signals, and scalable approaches reflects how mature SaaS companies operationalise expansion beyond relationship management.
For a SaaS sales career, the long-term value here is in building the full “post-sale revenue” toolkit: renewals, pricing conversations, and structured expansion tied to adoption and outcomes. The remit also signals exposure to modern SaaS operating practices, including partnering tightly with Customer Success and Solutions Engineering, and using automation to prioritise accounts and surface opportunities. That mix translates well across enterprise SaaS, especially where products are technical and value is proven through usage.
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
At Algolia, we are passionate about helping developers & product teams connect their users with what matters most in milliseconds!
As an Algolia Install Base Account Executive, you will play a strategic and high-impact role, cultivating and expanding relationships with some of the most complex and innovative companies in the world. You should be comfortable researching prospects, building strong relationships with key stakeholders, and identifying new opportunities for expansion. Your ability to navigate global organizations and multi-brand portfolios will be key to delivering scalable solutions that drive long-term value across the entire organization.
We're looking for someone who thrives in a high-ownership environment, operates with autonomy, and brings a consultative approach to growing customer relationships. You will be expected to navigate ambiguity, define your own approach, and collaborate cross-functionally to improve our go-to-market motion.
YOUR ROLE WILL CONSIST OF:
- Own and manage a large portfolio of existing customers, with accountability for retaining and growing recurring revenue as customers move from early adoption to scale
- Build trusted relationships with customers and develop a deep understanding of each customer’s business objectives, use cases, and success criteria to proactively identify expansion (upsell and cross-sell) opportunities
- Drive account planning and execution strategies that align Algolia’s solutions to customer goals, ensuring customers extract maximum value from their existing feature set
- Lead commercial conversations including renewals, pricing discussions, and expansion opportunities within your install base
- Monitor account health, customer usage, and pipeline to identify risks early, inform next-best actions, and drive predictable revenue through retention, adoption, expansion, and re-engagement
- Use AI and automation to proactively surface expansion signals, prioritize high-impact accounts, and eliminate manual work, allowing you to spend more time driving strategic conversations and revenue growth within your install base
- Operate independently in a fast-evolving environment, helping shape sales motions and turn them into repeatable, scalable playbooks.
YOU MIGHT BE A FIT IF YOU HAVE:
- 5+ years in a B2B SaaS sales or account management role, with ownership of both renewals and expansion revenue
- Proven success in complex, consultative enterprise sales — you’ve sold into organizations with matrixed structures and multiple stakeholders
- Strong collaboration skills with Customer Success, Solutions Engineers, and other cross-functional teams to proactively address customer needs, remove blockers, and to drive outcomes
- Comfort operating in a high-growth, dynamic environment, with the ability to manage a high volume of accounts while maintaining attention to detail and prioritization
NICE TO HAVE:
- Experience with SaaS, APIs, or developer-focused products
- Familiarity with usage-based or consumption-based business models
- Background working with eCommerce or digital experience platforms
In practice, this looks like someone who:
- Brings strong commercial and sales acumen, with a proven ability to own and deliver on revenue targets by identifying, shaping, and closing expansion opportunities across a range of deal sizes
- Engages customers with thoughtful, probing questions to understand their goals, needs, and pain points. Clearly articulates how Algolia’s solutions address these goals / pain points
- Ramp quickly on complex technical products and has a strong understanding of how modern web and AI-native applications are built and scaled
- Communicates effectively with both business stakeholders (e.g., merchandisers, Heads of eCommerce) and technical audiences, adapting approach and messaging accordingly
- Thrives in ambiguous environments and enjoys shaping evolving processes, contributing to the maturation of the team and go-to-market motion
What this role is not:
- Not a pure Customer Success role primarily focused exclusively on retention and renewals
- Not a transactional sales role
- Not a highly scripted role with narrow ownership or predefined motions
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