Commercial Client Account Executive

Commercial Client Account Executive

Overview of Position

As a Commercial Client Account Executive (CAE) at CircleCI, you'll own and manage your dedicated book of business, driving revenue growth across a portfolio of commercial accounts through strategic relationship building, stakeholder identification, and systematic account expansion. You'll be responsible for retaining customers through proactive engagement and value demonstration, while simultaneously mapping organizational structures, identifying key decision-makers, and uncovering new opportunities within existing accounts to maximize customer lifetime value. This role requires a proactive approach focused on discovering untapped potential within accounts, building multi-threaded relationships, and positioning CircleCI's continuous integration and delivery platform across new teams and use cases.

Overview of the Team

The Client Account Executive (CAE) team at CircleCI operates as strategic growth partners, working to expand our footprint within existing accounts and maximize revenue potential. We focus on identifying and developing relationships with key stakeholders, uncovering new opportunities, and driving adoption across multiple teams and departments. The team collaborates closely with Technical Success Managers and Field Engineers to execute a coordinated sales strategy that delivers both customer value and revenue growth. As a Commercial CAE, you'll be a revenue-generating sales professional focused on systematic account expansion and stakeholder engagement.

What You'll Do

• Account Expansion Strategy: Systematically map organizational structures to identify new teams, departments, and use cases that could benefit from CircleCI's platform
• Customer Retention & Value Demonstration: Proactively engage with customers to ensure satisfaction, address concerns, and demonstrate ongoing value to prevent churn and secure long-term partnerships
• Book of Business Management: Own and manage your dedicated portfolio of commercial accounts, serving as the primary point of contact for all commercial matters and relationship development
• Stakeholder Mapping & Relationship Building: Identify, engage, and develop relationships with key decision-makers, influencers, and champions across multiple departments and teams within your account portfolio
• Revenue Growth Execution: Drive logo expansion by identifying and qualifying opportunities within existing accounts, including new team adoption, additional use cases, and platform upgrades
• Multi-Threading: Build and maintain relationships with multiple stakeholders at various levels within each account to reduce risk and increase expansion opportunities
• Discovery & Qualification: Conduct thorough discovery sessions to understand organizational priorities, technical needs, and growth initiatives that align with CircleCI's capabilities
• Sales Process Management: Lead complex sales cycles for expansion opportunities, working through procurement, technical evaluation, and contract negotiation processes
• Strategic Account Planning: Develop and execute comprehensive account plans that identify growth targets, key stakeholders, competitive landscape, and expansion timelines
• Renewal Excellence: Secure renewals while using the renewal process as a vehicle for expansion discussions and relationship building with new stakeholders
• Pipeline Generation: Consistently identify and qualify new opportunities within existing accounts to maintain a healthy pipeline of expansion prospects
• Cross-Functional Collaboration: Partner with marketing, technical teams, and leadership to access new contacts and create expansion opportunities

What We're Looking For

• Sales & Retention Experience: 3+ years of proven success in B2B SaaS sales, with specific experience in customer retention, account expansion, stakeholder management, and revenue growth within existing accounts
• Account Portfolio Management: Demonstrated ability to successfully manage and grow a dedicated book of business, with experience in prioritizing accounts, managing multiple relationships simultaneously, and driving results across a portfolio
• Stakeholder Navigation: Demonstrated ability to identify, engage, and influence key decision-makers across complex organizational structures
• Account Expansion Track Record: Proven success in growing revenue within existing accounts through new team acquisition, use case expansion, and strategic upselling
• Discovery & Qualification Skills: Strong ability to conduct effective discovery sessions, understand organizational dynamics, and identify expansion opportunities
• Relationship Building: Excellent interpersonal skills with the ability to build trust and credibility with technical and business stakeholders at all levels
• Technical Acumen: Experience selling technical products, preferably in the developer tools, DevOps, or cloud infrastructure space, with the ability to understand and communicate technical value
• Sales Methodology Expertise: Proficiency in sales frameworks such as MEDDPICC, Challenger, Sandler, and Command of the Message, with the ability to apply these methodologies to expansion scenarios
• Strategic Thinking: Ability to think strategically about account development, competitive positioning, and long-term relationship building
• Data-Driven Approach: Strong analytical skills to identify expansion patterns, track stakeholder engagement, and measure account growth potential
• Growth Mindset: Entrepreneurial approach to account development with a focus on uncovering and creating new opportunities rather than just managing existing relationships

Compensation is a 70/30 split OTE