Expansion Sales - Account Manager

As an Expansion Sales Account Manager at Phocas, you will own the commercial relationship with our existing customers. That means spotting growth opportunities, having conversations at the executive level, and consistently helping customers get more from their investment in Phocas.

You'll partner closely with Customer Success to convert adoption signals into commercial conversations, and with cross-functional teams to bring the right solution to the right moment. The role sits at the intersection of relationship and revenue, and you'll need to be comfortable driving both.

If you're commercially sharp, genuinely curious about your customers' businesses, and energised by building something meaningful inside existing accounts, this is the role for you.

Why This Role Matters

• Revenue Growth: Direct ownership of expansion revenue through upsell, cross-sell, and new product sales.
• Customer Partnership: Builds deep executive relationships that strengthen retention and advocacy.
• Commercial Execution: Converts Customer Success Qualified Leads (CSQLs) into tangible pipeline and revenue.
• Visibility & Predictability: Provides clear forecasting and pipeline insight for leadership.

• Cross-Functional Impact: Works closely with Customer Success, Marketing, Product, and Support to maximize customer value.

Are You Who We Are Looking For?

• Proven track record of achieving commercial targets and managing full sales cycles.
• Strong commercial acumen with confidence in pricing and negotiation discussions.
• Excellent relationship-building and communication skills across executive and operational stakeholders.
• Ability to translate customer challenges into clear solution value.
• Highly organised and capable of managing multiple accounts simultaneously.
• Proactive, curious, and customer-first mindset with resilience under pressure.
• Passion for technology, learning, and aligning with Phocas’ values.

Why Phocas? 

Phocas Software is a profitable, growing SaaS company with a loyal customer base and a category-leading product. With a clear path toward scaling from $70M to $250M and a reimagined GTM structure, this is a prime moment to join and shape the future of how we deliver value to customers. 

We know that fun is different for everyone. So, if you want to try out innovative approaches to sales, lead a project, save the planet, or spend more time with your favourite people outside work, you’ll have our full support.

As long as you’re doing what brings you joy, the rest falls into place. Think less stress, higher performance, more energy and all-round nicer human. Your friends and family will be delighted.

Create your happy place.

Phocas is an Equal Employment Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, colour, religion, sex, national origin, sexual orientation, gender identity, disability and protected veterans status or any other characteristic protected by law.

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