Account Executive, Mid-Market Expansion

Job description

**About Scribe** Scribe is where exceptional people come to do the best work of their careers. More than 94% of the Fortune 500 use Scribe to own their specialized intelligence: the unique way their teams work, decide, and get things done. Our Specialized Intelligence platform automatically captures how work happens and turns it into a living asset that helps people and AI agents do their best work. We're growing fast, since our founding in 2019, we've grown to 7 million users across 600,000 businesses. Based in San Francisco, we've been named a LinkedIn Top Startup, are valued at over $1 billion, and are backed by leading investors. Join us in our mission to transform how people do work. 📌 **About the Role** Scribe's Workflow AI platform doesn't stop growing after the initial sale, and that's where you come in. As an Expansion Account Executive, you'll own a portfolio of roughly 55 existing customer accounts and turn them into net new revenue, working closely with Customer Success to identify where our largest customers are ready to expand. You'll spend most of your time on strategic, consultative deals with enterprise organizations of 1,500 to 5,000 employees, helping them adopt new products and use cases, especially Scribe Optimize, as their workflow automation needs mature. 🛠️ **What You'll Do** - Own net new revenue growth across a book of roughly 50 existing customer accounts - Convert Customer Success Qualified Leads into closed expansion opportunities, while proactively uncovering additional whitespace across your accounts - Run the full sales cycle for expansion deals, from discovery through close - Navigate complex, multi-stakeholder buying groups inside enterprise organizations ranging from 1,500 to 5,000 employees - Close strategic expansion opportunities averaging $75K ACV, with sales cycles typically running 2-5 months - Apply a structured sales methodology such as MEDDPIC or SPICED to manage complex deals and keep forecasts accurate - Use Salesforce, Gong, and Sigma to manage pipeline and surface account insights, and share what you learn to help improve the expansion motion as we scale 🔍 **What We're Looking For** - Has carried a quota in Mid Market in B2B SaaS or similar sales for 4+ years - Has a career that has moved in one direction: more responsibility, better results, year over year - Has run complex, consultative sales cycles with multiple stakeholders and executive buyers - Knows how to find and close net new opportunities inside an existing account, not just manage upselling and cross selling - Forecasts a pipeline with discipline and uses a structured methodology to navigate complex deals - Asks sharp questions, picks up new products and use cases fast, and partners naturally with Customer Success without losing ownership of the commercial outcome 🚫 **This role is not for you if** - You're looking for a traditional Account Management or Customer Success role centered on renewals - You'd rather manage existing relationships than go find and close new opportunities - You want a highly structured environment instead of helping build and refine a sales motion that's still evolving 📍 **Location** Remote, with a requirement to be based permanently in the U.S. We'd love someone on the East Coast, but we're open to exceptional candidates in major metros nationwide. 💰 **Compensation** All full-time employees receive equity in Scribe. Final offers depend on experience and scope. - On-Target Earnings is determined by tenure, experience, and performance throughout the interview process. Your recruiter will discuss the target range during your first call. - OTE is a 50/50 split, uncapped commission, and accelerators for over-attainment. Total compensation includes cash + equity + benefits. 🎁 **Benefits** - Health, dental, and vision insurance for you and your dependents - Flexible paid time off and company holidays - 401(k) - Paid parental leave - Daily catered lunch (SF office) - Commuter benefits - Home office stipend *At Scribe, we celebrate our differences and are committed to creating a workplace where all employees feel supported and empowered to do their best work. Scribe is proud to be an Equal Opportunity Employer.*