Account Manager- Expansion

<div class="content-intro"><p>UserGems is an AI platform that helps sales and marketing teams double their pipeline impact with the same team. Our AI agent (Gem-E) captures buying signals and your CRM data to identify who to target, when, and why, drafting highly personalized and impactful outreach that results in higher conversion.</p> <p>UserGems has generated $4 Billion in pipeline and over $950 Million in revenue for hundreds of start-ups and public companies. Companies like Mimecast, UserTesting, SAP LeanIX see more than 15X ROI in closed won revenue from UserGems.</p> <p> </p></div><p>We are looking for an Account Manager to own expansion inside a defined book of commercial accounts. The goal of the AM is to create and close incremental expansion revenue through disciplined internal prospecting, tight partnership with Customer Success, and a consistent close process.</p> <p>This is a great opportunity for someone who thrives in a high growth environment and is self-motivated with an entrepreneurial spirit. </p> <p>As an Account Manager you will:</p> <ul> <li>Consistently create pipeline from whitespace, not just from support tickets or inbound asks</li> <li>Run 10–15 active expansion cycles at once without losing control of next steps</li> <li>Build at least two champions in priority accounts and multi-thread to power.</li> <li>Hit or exceed your incremental expansion target while improving team processes<br><br></li> </ul> <p><strong>Drive proactive expansion pipeline </strong></p> <ul> <li>Identify opportunities in existing accounts: departments, teams, personas, and use cases not currently covered</li> <li>Run internal prospecting: stakeholder mapping, outreach, discovery, and multi-threading to build champions and executive alignment</li> <li>Create clear value hypotheses tied to customer outcomes (not feature pitches)</li> </ul> <p><strong>Own commercial execution</strong></p> <ul> <li>Lead expansion discovery, qualification, close plans, and negotiation for upsells/cross-sells within your book.</li> <li>Maintain accurate forecasting and pipeline hygiene in Salesforce</li> <li>Coordinate internal resources (CSM, Product, Leadership) to advance deals</li> </ul> <p><strong>Partner deeply with Customer Success</strong></p> <ul> <li>Operate as the commercial counterpart to the CSM: CS owns adoption/health; you own expansion pipeline and closes</li> <li>Run joint account planning, QBR prep, and quarterly whitespace reviews</li> </ul> <p><strong>How you'll ramp:</strong></p> <p>...within your first week...</p> <ul> <li>Shadow your first expansion deal</li> <li>Learn about our product + customer segments </li> <li>Meet your colleagues on the CSM and AM team</li> </ul> <p>...day 30...</p> <ul> <li>Get hands on with the product yourself </li> <li>Complete stakeholder maps and expansion hypotheses for top 25 accounts</li> <li>Establish operating cadence with CSMs; baseline your book (usage, adoption, renewal timing)</li> <li>Start building pipeline by week 3</li> </ul> <p>...day 60...</p> <ul> <li>Consistent outbound motion underway</li> <li>Multiple opportunities in mid/late stages; aim for first closed-won expansion(s)</li> </ul> <p><strong> What you've accomplished so far:</strong></p> <ul> <li>3-5 years of quota-carrying experience in B2B SaaS with a strong track record in expansion / existing customer growth</li> <li>You have a firm grasp on SaaS sales best practices</li> <li>Strong discovery + value framing skills: can tie outcomes to business impact and run a clean close plan</li> <li>Highly organized with strong CRM discipline and forecasting</li> <li>You are comfortable with internal prospecting: mapping accounts, finding new stakeholders, and creating opportunities (not just taking inbound)</li> <li>You’ve become a trusted resource for your prospects, customers, and teammates</li> <li>You are an excellent cross-functional partner: you thrive working with CS, Product, and leadership teams to move accounts forward</li ... (truncated, view full listing at source)