Zycus · 18 hours ago
Customer Account Executive (Expansion)
Princeton, NJ
Full-time
Onsite
Senior Level
5+ years expZycus is a recognized leader in procurement technology that empowers teams through its Source-to-Pay solutions. The Customer Account Executive is responsible for driving expansion revenue within the existing customer base through upsell and cross-sell opportunities, working closely with Customer Success to ensure customer value translates into commercial growth.
AnalyticsEnterprise SoftwareProcurementSaaSSoftware
Responsibilities
Own and deliver a dedicated expansion ARR quota across a defined book of existing customers
Identify, qualify, and close expansion opportunities including seat growth, product add-ons, and tier upgrades
Lead expansion deals end-to-end by executing discovery, quantifying value, structuring pricing, and negotiating terms to close incremental ARR
Drive multi-year and multi-product expansion motions aligned to customer outcomes
Maintain a weekly and monthly expansion forecast with documented close plans and risk mitigation for committed deals
Build and execute expansion strategies rooted in customer business objectives and realized product value
Leverage usage data, success milestones, and intent signals to initiate timely expansion conversations
Conduct executive-level discovery to uncover growth drivers and whitespace
Develop ROI-based business cases that justify incremental customer investment
Position expansions as outcome accelerators, not feature-based transactions
Partner with Customer Success Managers to assess expansion readiness, confirm value realization, and align timing before initiating commercial motions
Participate in QBRs and executive reviews to support expansion strategy and value articulation
Maintain clear swim lanes: CS owns outcomes and renewals; Customer AE owns expansion revenue
Coordinate clean post-close handoffs to ensure successful adoption of expanded scope
Support save motions only when expansion is viable and customer value remains intact
Build and manage a healthy expansion pipeline with defined close plans and next steps
Forecast expansion ARR weekly and monthly with high accuracy and discipline
Track whitespace, penetration, and expansion conversion rates
Maintain strong CRM hygiene, deal documentation, and inspection readiness
Partner with Product and Marketing on expansion use cases, messaging, and enablement
Provide structured feedback on expansion blockers, pricing friction, and competitive dynamics
Collaborate with RevOps, Finance, and Legal to ensure clean, efficient deal execution
Contribute to expansion playbooks and repeatable best practices
Expansion ARR attainment
Contribution to Net Revenue Retention (NRR)
Expansion pipeline coverage and conversion rates
Forecast accuracy
Average Contract Value (ACV) growth
Multi-product adoption
Qualification
Required
5–10+ years of B2B SaaS sales experience, preferably in expansion or account growth roles
Proven success closing upsell and cross-sell deals within existing customer bases
Experience selling through a value-based, consultative motion
Strong executive presence and negotiation skills
High forecasting rigor and CRM discipline
Demonstrated ability to partner effectively with Customer Success teams
Proven track record of expanding revenue within existing enterprise customers
Experience selling into large, complex organizations ($1B+ revenue preferred)
Familiarity with subscription-based, multi-product SaaS models
Domain experience in Procurement, ERP, Finance, HR, or adjacent enterprise platforms is a strong plus
Preferred
Commercially sharp and growth-oriented
Comfortable operating without renewal ownership
Collaborative, but clear on accountability
Curious, discovery-driven, and outcome-focused
Bias toward execution—moves quickly from signal to deal motion
Predictable performer who values forecast accuracy
Ownership mindset with high accountability for revenue outcomes
Customer-centric but commercially sharp
Comfortable operating without a team, hands-on and execution-focused
Strategic thinker with strong follow-through
Benefits
Competitive compensation with meaningful variable upside
Company
Zycus
Zycus offers a full suite of procurement performance software that delivers spend management solutions.
1001-5000 employees
Funding
Current Stage
Late StageLeadership Team
Aatish Dedhia
CEO & Founder
Richard Waugh
VP, Corporate Development
Recent News
2026-01-24
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