Overview
About Us Zycus, recognized by leading analyst firms in procurement technology, empowers teams to unlock deep value through its comprehensive Source-to-Pay (S2P) solutions. At the heart of our S2P solution is the Merlin Agentic Platform, which orchestrates intelligent AI agents to deliver simplified, efficient, and compliant processes. The Merlin Intake Agent offers business users unparalleled ease of use, increasing adoption rates and reducing non-compliant spending. For procurement teams, the Merlin Autonomous Negotiation Agent handles tail spend autonomously, securing additional savings; the Merlin Contract Agent helps draft compliant contracts and reduces risks by actively monitoring them; and the Merlin AP Agent enhances efficiency by automating invoice processing with speed and accuracy. We are an Equal Opportunity Employer. Zycus is committed to providing equal opportunities in employment and creating an inclusive work environment. We do not discriminate against applicants on the basis of race, color, religion, gender, sexual orientation, national origin, age, disability, or any other legally protected characteristic. All hiring decisions will be based solely on qualifications, skills, and experience relevant to the job requirements. Job Description
The Customer Account Executive is a quota-carrying sales role responsible for executing expansion motions that drive incremental ARR within the existing customer base. This role owns upsell, cross-sell, seat expansion, and multi-product adoption—working in close partnership with Customer Success to convert realized customer value into commercial growth. This role does not own renewals, churn prevention, or account health. Success is measured strictly on expansion ARR performance and contribution to Net Revenue Retention (NRR). Core Responsibilities
Expansion Revenue Ownership
Own and deliver a dedicated expansion ARR quota across a defined book of existing customers Identify, qualify, and close expansion opportunities including seat growth, product add-ons, and tier upgrades Lead expansion deals end-to-end by executing discovery, quantifying value, structuring pricing, and negotiating terms to close incremental ARR Drive multi-year and multi-product expansion motions aligned to customer outcomes Maintain a weekly and monthly expansion forecast with documented close plans and risk mitigation for committed deals Value-Based Account Growth
Build and execute expansion strategies rooted in customer business objectives and realized product value Leverage usage data, success milestones, and intent signals to initiate timely expansion conversations Conduct executive-level discovery to uncover growth drivers and whitespace Develop ROI-based business cases that justify incremental customer investment Position expansions as outcome accelerators, not feature-based transactions Customer Success Partnership
Partner with Customer Success Managers to assess expansion readiness, confirm value realization, and align timing before initiating commercial motions Participate in QBRs and executive reviews to support expansion strategy and value articulation Maintain clear swim lanes: CS owns outcomes and renewals; Customer AE owns expansion revenue Coordinate clean post-close handoffs to ensure successful adoption of expanded scope Support save motions only when expansion is viable and customer value remains intact Pipeline Management & Forecasting
Build and manage a healthy expansion pipeline with defined close plans and next steps Forecast expansion ARR weekly and monthly with high accuracy and discipline Track whitespace, penetration, and expansion conversion rates Maintain strong CRM hygiene, deal documentation, and inspection readiness Cross-Functional Collaboration
Partner with Product and Marketing on expansion use cases, messaging, and enablement Provide structured feedback on expansion blockers, pricing friction, and competitive dynamics Collaborate with RevOps, Finance, and Legal to ensure clean, efficient deal execution Contribute to expansion playbooks and repeatable best practices Success Metrics
Expansion ARR attainment Contribution to Net Revenue Retention (NRR) Expansion pipeline coverage and conversion rates Forecast accuracy Average Contract Value (ACV) growth Multi-product adoption What Success Looks Like In 12 Months
Consistently exceeds expansion quota Drives measurable improvement in Net Revenue Retention Maintains a predictable, trustworthy forecast Viewed as a trusted expansion partner by Customer Success and leadership Customers see you as a strategic growth advisor, not a transactional seller Job Requirements
Qualifications
5–10+ years of B2B SaaS sales experience, preferably in expansion or account growth roles Proven success closing upsell and cross-sell deals within existing customer bases Experience selling through a value-based, consultative motion Strong executive presence and negotiation skills High forecasting rigor and CRM discipline Demonstrated ability to partner effectively with Customer Success teams Proven track record of expanding revenue within existing enterprise customers Experience selling into large, complex organizations ($1B+ revenue preferred) Familiarity with subscription-based, multi-product SaaS models Domain experience in Procurement, ERP, Finance, HR, or adjacent enterprise platforms is a strong plus Ideal Characteristics
Commercially sharp and growth-oriented Comfortable operating without renewal ownership Collaborative, but clear on accountability Curious, discovery-driven, and outcome-focused Bias toward execution—moves quickly from signal to deal motion Predictable performer who values forecast accuracy Personal Attributes
Ownership mindset with high accountability for revenue outcomes Customer-centric but commercially sharp Comfortable operating without a team, hands-on and execution-focused Strategic thinker with strong follow-through Why Join Us
High-impact role directly influencing net revenue retention and customer lifetime value Opportunity to work with large, strategic enterprise customers Strong partnership with Customer Success and Product leadership Competitive compensation with meaningful variable upside
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About Us Zycus, recognized by leading analyst firms in procurement technology, empowers teams to unlock deep value through its comprehensive Source-to-Pay (S2P) solutions. At the heart of our S2P solution is the Merlin Agentic Platform, which orchestrates intelligent AI agents to deliver simplified, efficient, and compliant processes. The Merlin Intake Agent offers business users unparalleled ease of use, increasing adoption rates and reducing non-compliant spending. For procurement teams, the Merlin Autonomous Negotiation Agent handles tail spend autonomously, securing additional savings; the Merlin Contract Agent helps draft compliant contracts and reduces risks by actively monitoring them; and the Merlin AP Agent enhances efficiency by automating invoice processing with speed and accuracy. We are an Equal Opportunity Employer. Zycus is committed to providing equal opportunities in employment and creating an inclusive work environment. We do not discriminate against applicants on the basis of race, color, religion, gender, sexual orientation, national origin, age, disability, or any other legally protected characteristic. All hiring decisions will be based solely on qualifications, skills, and experience relevant to the job requirements. Job Description
The Customer Account Executive is a quota-carrying sales role responsible for executing expansion motions that drive incremental ARR within the existing customer base. This role owns upsell, cross-sell, seat expansion, and multi-product adoption—working in close partnership with Customer Success to convert realized customer value into commercial growth. This role does not own renewals, churn prevention, or account health. Success is measured strictly on expansion ARR performance and contribution to Net Revenue Retention (NRR). Core Responsibilities
Expansion Revenue Ownership
Own and deliver a dedicated expansion ARR quota across a defined book of existing customers Identify, qualify, and close expansion opportunities including seat growth, product add-ons, and tier upgrades Lead expansion deals end-to-end by executing discovery, quantifying value, structuring pricing, and negotiating terms to close incremental ARR Drive multi-year and multi-product expansion motions aligned to customer outcomes Maintain a weekly and monthly expansion forecast with documented close plans and risk mitigation for committed deals Value-Based Account Growth
Build and execute expansion strategies rooted in customer business objectives and realized product value Leverage usage data, success milestones, and intent signals to initiate timely expansion conversations Conduct executive-level discovery to uncover growth drivers and whitespace Develop ROI-based business cases that justify incremental customer investment Position expansions as outcome accelerators, not feature-based transactions Customer Success Partnership
Partner with Customer Success Managers to assess expansion readiness, confirm value realization, and align timing before initiating commercial motions Participate in QBRs and executive reviews to support expansion strategy and value articulation Maintain clear swim lanes: CS owns outcomes and renewals; Customer AE owns expansion revenue Coordinate clean post-close handoffs to ensure successful adoption of expanded scope Support save motions only when expansion is viable and customer value remains intact Pipeline Management & Forecasting
Build and manage a healthy expansion pipeline with defined close plans and next steps Forecast expansion ARR weekly and monthly with high accuracy and discipline Track whitespace, penetration, and expansion conversion rates Maintain strong CRM hygiene, deal documentation, and inspection readiness Cross-Functional Collaboration
Partner with Product and Marketing on expansion use cases, messaging, and enablement Provide structured feedback on expansion blockers, pricing friction, and competitive dynamics Collaborate with RevOps, Finance, and Legal to ensure clean, efficient deal execution Contribute to expansion playbooks and repeatable best practices Success Metrics
Expansion ARR attainment Contribution to Net Revenue Retention (NRR) Expansion pipeline coverage and conversion rates Forecast accuracy Average Contract Value (ACV) growth Multi-product adoption What Success Looks Like In 12 Months
Consistently exceeds expansion quota Drives measurable improvement in Net Revenue Retention Maintains a predictable, trustworthy forecast Viewed as a trusted expansion partner by Customer Success and leadership Customers see you as a strategic growth advisor, not a transactional seller Job Requirements
Qualifications
5–10+ years of B2B SaaS sales experience, preferably in expansion or account growth roles Proven success closing upsell and cross-sell deals within existing customer bases Experience selling through a value-based, consultative motion Strong executive presence and negotiation skills High forecasting rigor and CRM discipline Demonstrated ability to partner effectively with Customer Success teams Proven track record of expanding revenue within existing enterprise customers Experience selling into large, complex organizations ($1B+ revenue preferred) Familiarity with subscription-based, multi-product SaaS models Domain experience in Procurement, ERP, Finance, HR, or adjacent enterprise platforms is a strong plus Ideal Characteristics
Commercially sharp and growth-oriented Comfortable operating without renewal ownership Collaborative, but clear on accountability Curious, discovery-driven, and outcome-focused Bias toward execution—moves quickly from signal to deal motion Predictable performer who values forecast accuracy Personal Attributes
Ownership mindset with high accountability for revenue outcomes Customer-centric but commercially sharp Comfortable operating without a team, hands-on and execution-focused Strategic thinker with strong follow-through Why Join Us
High-impact role directly influencing net revenue retention and customer lifetime value Opportunity to work with large, strategic enterprise customers Strong partnership with Customer Success and Product leadership Competitive compensation with meaningful variable upside
#J-18808-Ljbffr