Commercial Account Executive – Expansion

2 hours, 26 minutes ago
Full-time
Senior
Sales and Business Development
New Relic

New Relic

New Relic provides a comprehensive observability platform that enables engineers to monitor, debug, and enhance the performance of their entire software stack through real-time analytics and insights.

Internet Software & Services
1K-5K
Founded 2008
$520M raised

Description

  • Own a portfolio of strategic existing customers and drive expansion from bottom-up adoption to enterprise-wide commitments.
  • Mine consumption data and telemetry to identify expansion opportunities and convert usage into annual committed revenue.
  • Map accounts to uncover whitespace, legacy tool silos, and consolidation opportunities.
  • Run Customer Business Reviews and maintain live account plans aligned to customer business goals and milestones.
  • Navigate executive stakeholders, including CTOs, CIOs, and VP Engineering leaders, to secure larger commitments and global master service agreements.
  • Lead expansion motions using OpenTelemetry, AIOps, and security capabilities to displace niche competitors.
  • Drive expansion across established commercial accounts in APAC, including both existing and net-new business below $100k customers.
  • Manage pipeline discipline and forecasting accuracy across a complex multi-opportunity environment.
  • Partner with Solution Engineering, Alliances, and Technical Customer Success to design and deliver solutions.
  • Shape territory strategy, prioritize opportunities, and execute with autonomy while contributing to enablement and playbooks.

Requirements

  • 5+ years of experience in Enterprise Account Management or Sales, with a track record of land-and-expand motions in high-growth SaaS environments.
  • Experience selling into existing customers and maintaining long-term customer relationships.
  • Expert-level experience with competitive displacement and articulating the ROI of moving from fragmented tools to a unified observability and security platform.
  • Ability to translate technical consumption data into business-level ROI and value realization frameworks for executive stakeholders.
  • Experience contributing as a player-coach or senior AE, including complex multi-business-unit expansions and global master service agreements.
  • Degree in Business, Marketing, or equivalent practical experience in complex enterprise sales cycles.
  • Experience with MEDDPICC-based forecasting.
  • Strong track record of achieving or exceeding revenue targets.
  • Experience engaging senior stakeholders, or the credibility and capability to do so effectively.
  • Experience with SFDC and the ability to provide credible customer references.

Benefits

  • Flexible workforce model with fully office-based, fully remote, or hybrid work options.
  • Inclusive and diverse workplace that welcomes nontraditional backgrounds and experiences.
  • Structured enablement, mentorship, and clear progression pathways.
  • Opportunity to work with cross-functional teams across Solution Engineering, Alliances, and Technical Customer Success.
  • Exposure to complex deal cycles that accelerate learning and deepen observability expertise.

Interested in this position?

Apply directly on the company website

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