Scope
As a quota-carrying Account Manager, you will drive expansion revenue across RecordPoint’s existing customer base. Partnering closely with Customer Experience (CX), you will identify, qualify, and close cross-sell and upsell opportunities by engaging new stakeholders, uncovering unmet needs, and positioning the Data Trust Platform as a strategic solution for compliance, security, and data governance.
This role is focused on net revenue expansion — not renewals — requiring strong commercial acumen, disciplined pipeline management, and the ability to multithread within complex enterprise environments.
What You’ll Do
Drive Expansion Revenue
- Own and close cross-sell and upsell opportunities across enterprise and mid-market accounts in North America
- Build and maintain a qualified expansion pipeline to consistently achieve quota
- Manage full sales cycles from discovery through negotiation and close
Identify & Create Opportunities
- Partner with CX to identify buying signals, whitespace, and risk indicators within existing accounts
- Execute targeted account-based motions (ABM) to engage new stakeholders and unlock expansion paths
- Collaborate with Marketing on campaigns targeting expansion opportunities
Engage & Influence Buyers
- Multithread across the organization, expanding beyond initial buyer personas (e.g., CISO, CDO, AI leaders)
- Develop and present outcome-based business cases grounded in customer data (risk reduction, cost avoidance, efficiency gains)
- Work with SEs to deliver compelling product demonstrations aligned to customer priorities
Operate with Discipline
- Apply MEDDPICC to qualify deals, manage risk, and improve forecast accuracy
- Maintain Salesforce as a source of truth with accurate pipeline and forecasting hygiene
- Use sales intelligence and engagement tools to improve targeting and execution
Collaborate Cross-Functionally
- Work in lockstep with CX to balance relationship health with commercial outcomes
- Contribute market feedback to refine messaging, positioning, and GTM strategy
- Represent RecordPoint in customer-facing events as needed
What You Bring
- 5+ years in B2B SaaS sales with a track record of closing ARR through upsell and cross-sell motions
- Demonstrated success owning expansion quotas (not just renewals or relationship management)
- Experience multithreading and building champions across new stakeholder groups
- Strong commercial judgment with the ability to navigate procurement, legal, and deal strategy independently
- Skilled in negotiation and closing complex enterprise deals
- Disciplined pipeline and forecast management with strong Salesforce hygiene
- Proficiency in MEDDPICC or similar qualification frameworks
- Familiarity with modern sales tools (e.g., Salesforce, Gong, LinkedIn Sales Navigator)
- Ability to translate technical concepts into clear business value
- Strong discovery, listening, and storytelling skills
- Experience building data-driven business cases
- Proactive, entrepreneurial, and highly collaborative
- Able to work effectively alongside CX without creating friction
- Curious, analytical, and outcomes-focused
Proven Expansion Seller
Enterprise Sales Capability
Operational Rigor
Customer-Centric Communicator
Mindset
Skills Required
- 5+ years in B2B SaaS sales with a track record of closing ARR through upsell and cross-sell motions
- Experience multithreading and building champions across new stakeholder groups
- Disciplined pipeline and forecast management with strong Salesforce hygiene
- Proficiency in MEDDPICC or similar qualification frameworks
- Ability to translate technical concepts into clear business value
What We Do
RecordPoint is the Data Trust Platform, bringing calm to the chaotic world of data. We’re letting organizations discover, govern, and control their data for tighter compliance, more efficiency, and less risk. Businesses can trust that their data is accurate, private, and safe everywhere, all the time, for consistent confidence that’s backed by RecordPoint expertise and support. With RecordPoint, you can: - Turn data chaos into data trust. Automatically manage all your data in place – wherever it lives – so you can make informed decisions that earn customer trust and give you a competitive advantage. - Take data management off your daily to-do list. Know that your data is managed efficiently and consistently at scale with a platform that molds to how you do things (not the other way around). - Work with an expert partner who gets your challenges. Trust starts with knowing deep down that your data is organized, secure and ready for work – and our whole team is here to support you along the way. The customizable platform is comprised of records management and data lineage tools that work together to give you full context throughout the data lifecycle. Know what data you have and where it is, with continuous data inventory and data categorization. Make better data migration and minimization decisions, and safeguard for privacy, security and governance.
