Sr. Manager, Account Executives - Expansion

Engine is adding a Sr. Manager, Account Executives - Expansion to our Account Management Org. In this role, you'll lead a team of quota-carrying, executive-facing Account Executives responsible for driving expansion revenue across our customer base. Our AEs are the closers — they find the expansion opportunity, build the commercial case, multithread into VP+ stakeholders, and close. As a senior leader, you'll set the standard for pipeline discipline, exec access, and deal execution across the team, coach your AEs to consistently hit quota, and operate as a force multiplier for the broader sales org — shaping territory strategy, hiring plans, and the expansion motion itself. You'll also play a key customer-facing role as executive sponsor on your team's highest-value opportunities, and you'll develop the next generation of frontline sales leaders at Engine.

As part of the Engine team, you'll play a vital role in an environment where innovation meets collaboration. Here's what you'll take charge of:

• Hire, coach, and develop a team of quota-carrying Account Directors — and identify, mentor, and grow the next wave of frontline sales leaders on your bench
• Own team quota attainment and forecast accuracy — leadership should be able to trust your number every single week
• Enforce the pipeline discipline that separates the AEs who hit from the ones who don't: no deal without a next step, and any account 6+ months in the book has an active opportunity or the AE hasn't done the discovery yet
• Coach AEs on real discovery, multithreading, exec QBRs, and building buying coalitions that sell Engine internally without the AE in the room
• Serve as executive sponsor on your team's highest-value expansion opportunities and strategic accounts, and personally engage at the VP+ level to unlock and close them
• Partner with sales leadership on territory design, quota setting, headcount planning, and the operating cadence for the expansion motion
• Partner with AM leadership and Sales Ops to make the pod work — signal quality from AMs, feedback loops, and pod NRR are shared outcomes
• Leverage data to inspect pipeline health, win rates, deal size, and rep-level performance; intervene early and specifically
• Serve as a thought leader, customer advocate, and coach to your team and to the executives they sell into
• Build a culture of preparation, ruthless pipeline honesty, and relentless deal advancement
• Collaborate cross-functionally with AM, SA, Sales Ops, Marketing, Product, and Finance to remove friction from expansion motions and align on account strategy

• 6+ years of sales management experience leading quota-carrying sales or expansion sales teams in a high-growth environment, including experience managing senior or executive-level individual contributors
• Track record of building and scaling high-performing teams — hiring, ramping, and developing top-quartile talent, and promoting frontline leaders from within
• Demonstrated ability to lead and coach a customer-facing team — strong people management, performance management, coaching, and development experience
• Demonstrated ability to lead through change and operate with autonomy in ambiguous, fast-moving environments
• A strong team player and self-starter who thrives in a fast-paced, high-growth environment
• A self-driven, high-energy leader with excellent cross-functional collaboration skills and executive presence
• Demonstrated strong sense of radical candor and ability to ensure feedback is being implemented

• Experience owning and managing monthly, quarterly, and annual team quota, pipeline, and forecast at scale
• Experience leading a team through complex, multi-stakeholder expansion deals — pricing, procurement, competitive pressure, executive negotiation — and personally engaging as executive sponsor on the largest opportunities
• Track record of coaching reps on multithreading, executive access, and pipeline discipline
• Experience partnering with sales leadership on territory design, quota setting, and go-to-market strategy
• Passion for revenue growth and the ability to bring ideas that improve win rate, deal size, and pipeline conversion through data-driven decision-making
• Previous experience selling into or driving ROI and value conversations with VP+ and C-level executive stakeholders