Senior Account Executive, Paligo

• 4+ years of experience in expansion sales, account management, or account executive roles in B2B SaaS
• Proven ability to create pipeline proactively inside existing customer ecosystems
• Strong experience managing complex, multi-stakeholder sales cycles lasting several months or longer
• Track record closing deals in the $25k–$100k ARR range (or comparable complexity)
• Highly tech-savvy, with the ability to quickly understand and articulate a sophisticated SaaS product
• Confident engaging procurement, legal, and executive stakeholders
• Comfortable owning a large account book while prioritizing high-probability expansion paths

Desirable

• Paligo’s growth doesn’t stop at initial customer adoption
• Our most successful customers expand when they standardize documentation across products, regions, and corporate structures. Many of our largest expansion opportunities come not from incremental usage, but from introducing Paligo to entirely new companies within the same corporate ecosystem
• This role exists to identify, create, and close those strategic expansion opportunities
• As an Account Executive, Strategic Accounts, you are responsible for hunting whitespace across known customer networks, opening doors into sister and holding companies, and driving new revenue through complex, high-impact expansion plays
• This is a role for sellers who want:
• Strategic territory ownership
• Deal creation, not just deal execution
• Enterprise-grade selling inside warm but competitive environments
• We are looking for a hunter-minded Account Executive to drive net-new expansion revenue across Paligo’s existing customer graph
• You will manage a pre-vetted portfolio of up to 200 global target accounts, all scored and prioritized based on ICP fit and strategic relevance
• These accounts are named sister or holding companies connected to existing Paligo customers, with a mandate to identify, create, and close expansion opportunities through focused, high-probability expansion plays
• You are expected to self-source 30–40% of your pipeline, using targeted outbound, relationship mapping, and account research, supported by Marketing and Revenue Operations
• Expansion deal sizes today typically range from $25k–$100k ARR, with sales cycles spanning several months to multiple quarters
• Over time, as Paligo expands its product portfolio, this role will also take on larger, more complex upgrade motions across existing customers
• Own net-new expansion revenue across a portfolio of up to 200 mid-market and enterprise accounts, with success driven by prioritization and depth rather than blanket coverage
• Proactively hunt for expansion opportunities, with a strong focus on selling Paligo into sister companies and holding companies connected to existing customers
• Self-generate 30–40% of expansion pipeline through outbound prospecting, stakeholder mapping, and targeted account outreach
• Lead full expansion sales cycles, from discovery through evaluation, negotiation, and close, often spanning multiple quarters
• Build and maintain multi-threaded relationships across documentation, product, engineering, IT, procurement, and executive stakeholders
• Run structured account planning to identify whitespace, expansion triggers, and prioritization across a large account portfolio
• Navigate enterprise buying processes including procurement, legal, security reviews, and RFPs when required
• Collaborate closely with Customer Success (who owns renewals) to align on account health and timing, while retaining full ownership of expansion opportunities
• Partner with Sales Engineering and RevOps to execute high-quality evaluations, maintain forecasting accuracy, and scale repeatable expansion motions
• Feed expansion insights back to Product and GTM leadership as Paligo’s product portfolio evolves
• As Paligo’s product portfolio expands, this role will grow in scope and strategic importance. Over time, you can expect:
• Larger expansion deal sizes
• More complex, multi-product upgrade motions
• Broader buying committees and deeper executive engagement
• Clear progression into senior expansion or strategic sales roles