Account Development Executive, Attest

• 3-6+ years of B2B SaaS sales experience in mid-market or enterprise environments, with a consistent track record of achieving or exceeding quota
• Demonstarted success expanding existing customer relationship, particularly by opening new buying centres, business units, functions or geographies within large organisations
• Strong stakeholder mapping and organisational navigation skills, with the ability to identify decision-makers, influencers, champions and blockers across complex customer environments
• A consultative, value-based approach to selling. You are uncovering business problems, building commercial cases and helping customers connect solutions to broader organisational objectives
• Strong political and commercial judgement. You understand that successful enterprise sales often depend as much on navigating people, priorities and internal dynamics as they do on product capability
• Experience building momentum from imperfect information; you are comfortable with ambiguity, able to form hypotheses (but without rigidity), test approaches and create opportunities where no clear path initially exists
• Excellent pipeline management, forecasting and sales discipline
• The ability to work collaboratively across functions while maintaining ownership and accountability for commercial outcomes

Desirable

• Attest already has a strong foothold inside some of the world's leading brands. This role is about turning that foothold into something bigger, finding the next team, division or market within a customer we already serve, and winning their business from scratch. When one division of a customer sees value in Attest, your job is to find that buyer, build the relationship, and close the deal
• This isn't an account management role. You'll be carrying a quota, building pipeline from a defined target list, and navigating large, often decentralised organisations to reach buyers who don't yet know Attest
• You'll work alongside our Customer Success team, who report into the same leadership and will give you account context, introductions, and a clear view of where the opportunities are, but the deals are yours to open and close. Sitting close to CS is a deliberate choice: it means you have more intelligence and more access than a standalone sales hire would
• It's worth being honest about what makes this hard. Opening a door inside a warm account, with a buyer who hasn't asked to hear from you, is a specific kind of challenge, warmer than a cold call, but not as straightforward as a renewal. The people who thrive in this role are those who've done it before and found it interesting, not frustrating
• It's also a role where you'll shape how the motion works. We're building this expansion function now, and the person in this role will help define the approach, not just execute it
• If this sounds like an opportunity rather than a risk, you're probably the right fit
• Build and manage a pipeline of expansion opportunities across Attest’s existing customer base, identifying and winning new buying centres, teams, functions and geographies that are not yet using the platform
• Run the full sales cycle on expansion opportunities, from account research and stakeholder mapping through to commercial negotiation and close
• Navigate complex, multi-stakeholder organisations, building relationships with new buyer and influencers, while understanding how decisions are made, where ‘power’ and ‘influence’ sit, and what motivates different stakeholders
• Develop deep account maps and expansion strategies for target customers, identifying where Attest can create additional value - directly and through customers’ organisations - and how to gain access to new areas of the business
• Engage consultatively and lead value-based commercial conversations, helping prospective buyers connect Attest’s capabilities to broader business objectives and organisational priorities
• Educate and influence stakeholders across different functions, tailoring messaging and commercial propositions to the language, priorities and success measures of each audience
• Work closely with Customer Success to understand account context, customer outcomes (at the highest possible and most immediate levels), organisational and relational dynamics and potential entry points, while maintaining clear ownership of expansion opportunities
• Maintain strong commercial disciple, including accurate forecasting, rigorous pipeline management and clear visibility of expansion opportunities
• Help define and evolve Attest’s expansion motion by identifying repeatable patterns, refining account planning approaches and contributing to the development of playbooks, processes and best practice
• Operate effectively in an environment where not everything is defined, helping shape how the role, process and function develop as we scale

• Contact: Emily Meiklejohn, Talent Lead – People