The Role
Own and grow a portfolio of strategic BFSI enterprise accounts. Drive renewals, upsell, and expansion ARR while serving as executive sponsor and trusted advisor. Build multi-year account plans, lead QBRs, mitigate risk, and partner cross-functionally to ensure measurable customer outcomes and platform adoption. Maintain C-suite relationships and deliver against NRR and expansion targets.
Summary Generated by Built In
Be at the Forefront of the Agentic AI Revolution
At Skan AI, we are pioneering the context engine for human and agentic execution, bringing context from enterprise operators, systems, and processes to power how the world's largest organizations execute their most complex, mission-critical work.
Why Skan AI
We're in hyper-growth mode at exactly the right moment in history. As enterprises race to adopt agentic AI, we're uniquely positioned to deliver the clear signal they desperately need: a platform that trains and grounds AI Agents in trillions of real execution signals, enabling reliable, compliant automation of their most complex processes.
Backed by Dell Technologies Capital and other leading investors, we're the only company that can bridge the gap between AI's promise and enterprise reality, making us perfectly positioned to define the agentic era for modern enterprises.
Our diverse, collaborative team of 250+ innovators is solving category-defining challenges at the intersection of AI, process intelligence, and enterprise work. Diverse perspectives fuel breakthrough thinking, cross-functional collaboration is the norm, and our work directly transforms how Fortune 500 companies operate. We are shaping the future of work itself.
About the Role
We are looking for a Strategic Account Lead to drive expansion across Skan's existing book of financial services accounts — primarily large banks, insurers, and financial services firms in the New York market. You will find and close new revenue inside accounts Skan already serves: new licenses, consumption, new use cases, and new departments or business units that haven't adopted the platform yet.
You will carry an expansion quota, not a retention quota. You are accountable for identifying whitespace, building relationships with buying centers Skan hasn't reached yet, and running a full sales process — discovery, business case, proposal, negotiation, close — against that whitespace. You will partner with the team responsible for day-to-day relationship health and renewal execution, and with delivery, value engineering, and solutions to build the business case for expansion.
The ideal candidate has carried and exceeded a new-business or expansion quota at a B2B SaaS company or leading Agentic provider, is comfortable prospecting inside an existing account for net-new buying centers, and can hold credible conversations with COOs, CIOs, and CFOs about AI, automation, and transformation strategy.
Key Responsibilities
Whitespace Identification & Account Mapping
- Map each account in your portfolio to find business units, departments, and personas that haven't adopted Skan yet.
- Build and maintain an account growth plan that tracks where Skan has a foothold today and where the whitespace is.
- Use existing customer data, usage patterns, and relationships to surface expansion signals — a new initiative, a new leader, a new budget cycle.
Expansion Pipeline Generation & Deal Execution
- Source and qualify new opportunities inside existing accounts: additional licenses, consumption, new use cases, and adoption in current and/or departments or business units not yet using Skan.
- Run the full sales process on each expansion opportunity — discovery, business case development, proposal, negotiation, and close.
- Carry and own an expansion ARR quota across your assigned book of accounts.
Executive & Stakeholder Engagement
- Build relationships with net-new buying centers and executive stakeholders inside each account — the people Skan doesn't yet have a relationship with.
- Position Skan's platform against the specific business objectives of each new department or business unit you engage.
- Represent Skan credibly in conversations with COOs, CIOs, CFOs, and other senior stakeholders on AI, automation, and transformation strategy.
Cross-Functional Coordination
- Partner with the team that owns day-to-day relationship health and renewals to get warm introductions into new parts of the account, without taking on renewal ownership yourself.
- Work with delivery, value engineering, and solutions to build the proof points and business case that support each expansion opportunity.
- Loop in Partnerships where GSI or SI relationships can help open or accelerate an expansion deal.
Pipeline & Forecast Management
- Maintain an accurate, up-to-date expansion pipeline and forecast for your book of accounts.
- Report on account penetration progress, pipeline coverage, and quota attainment on a regular cadence.
Key Metrics for Success
- Expansion ARR: Net new ARR closed from upsell, cross-sell, and new-department adoption within your assigned accounts.
- Account Growth: Number of new business units, departments, or personas activated on Skan per account per year.
- Pipeline Coverage: Ratio of qualified expansion pipeline to quota.
- Win Rate: Percentage of qualified expansion opportunities closed won.
- Quota Attainment: Percentage of annual expansion quota achieved.
Ideal Candidate Profile
- 7-10+ years of experience in a quota-carrying sales role (new business or expansion) at a B2B SaaS company or leading Agentic provider.
- Proven track record prospecting and closing net-new opportunities inside large, complex enterprise accounts, ideally in financial services.
- Comfortable multi-threading into new departments or business units inside an account you don't already have a relationship with.
- Demonstrated success engaging and influencing C-suite executives (COO, CIO, CFO) at global financial institutions.
- Strong commercial acumen, including experience structuring, negotiating, and closing enterprise agreements.
- Familiarity with BFSI operating environments and transformation priorities — claims, underwriting, loan operations, compliance, and back-office automation.
- Conversant in AI and data concepts; able to credibly engage technical stakeholders on models, data flows, and platform architecture at a working level.
- Process intelligence, agentic AI, RPA, or automation domain experience strongly preferred.
- Based in or able to commute regularly to the New York City area.
Why Join Skan AI?
- Be part of a category-creating company building the full agentic lifecycle.
- Hunt for growth inside some of the most strategic financial services accounts in the market, with a direct line to the C-suite at the world's largest institutions.
- Join a passionate, global team united by curiosity, integrity, and impact.
- In-office and remote work mix with global exposure.
- Competitive compensation and equity opportunities.
Benefits
- 100% coverage of Health Care Plan (Medical, Dental & Vision)
- Retirement Plan (401k, IRA)
- Life Insurance (Basic, Voluntary & AD&D)
- Unlimited Paid Time Off (Vacation, Sick & Public Holidays)
- Short Term & Long-Term Disability
- Work From Home
- Stock Option Plan
Skan AI is an equal opportunity employer committed to building a diverse, inclusive, and respectful workplace around the world. We do not discriminate based on race, color, religion or belief, sex (including pregnancy, sexual orientation, gender identity, or gender expression), national origin, ancestry, age, disability, medical condition, genetic information, marital or family status, military or veteran status, or any other characteristic protected by applicable laws in the locations where we operate.
We welcome people from all backgrounds and provide reasonable accommodations throughout the hiring process.
Skills Required
- 10+ years of experience in strategic account management or enterprise customer leadership at a B2B SaaS company or leading Agentic provider.
- Proven track record managing and growing large enterprise accounts with Fortune 500 BFSI clients (banks, insurers, asset managers).
- Demonstrated success engaging and influencing C-suite executives (COO, CIO, CFO, Chief Transformation Officer).
- Experience structuring, negotiating, and closing large enterprise agreements and managing accurate revenue forecasts (quota-carrying).
- Deep familiarity with BFSI operating environments and transformation priorities (claims, underwriting, loan operations, compliance, back-office automation).
- Conversant in AI and data concepts; able to engage technical stakeholders on models, data flows, and platform architecture.
- Process intelligence, agentic AI, RPA, or automation domain experience.
Am I A Good Fit?
Get Personalized Job Insights.
Our AI-powered fit analysis compares your resume with a job listing so you know if your skills & experience align.
Success! Refresh the page to see how your skills align with this role.
The Company
What We Do
Skan AI is an enterprise AI company that provides a process intelligence and automation platform. By observing how work actually happens, Skan creates a 'Context Graph of Work' and digital twins of operations. This allows Fortune 500 companies to understand the telemetry of their digital operations, enabling confident automation and lasting transformation through AI agents trained on operational reality.
