Senior Account Executive, Strategic Accounts

🕒 May 7

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Paligo

WebsiteLinkedInAll Job Openings

51 - 200 employees

💰 Venture Round on 2023-04

Paligo is a cloud-based Component Content Management System (CCMS) with powerful single-sourced content reuse for technical documentation, training content, policies and procedures, and efficient knowledge management. SMEs will also love the familiar user-friendly SaaS UI.

📋 Description

• 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.

🎯 Requirements

• 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.

🏖️ Benefits

• Fully remote work with flexible hours • Generous time off and wellness initiatives (Swedish standards) • Annual global company meetups • Scandinavian culture emphasizing trust, autonomy, and accountability • Opportunity to shape and grow Paligo’s global expansion motion