Account Manager

RecordPoint is a data and information lifecycle management SaaS product designed to give highly-regulated organizations a competitive edge through safer, more secure, and better-managed data. We're a disruptor in our industry, set apart from competitors by our cutting edge technology and innovation-first mindset.    Our global customer list includes top-tier brands and government agencies like the City of New York, Westpac, National Australia Bank (NAB), Australian Prudential Regulation Authority (APRA), Security Benefit, Cupertino Electric, Australian Securities & Investments Commission (ASIC), Transport for NSW, Ausgrid, and Pacific Gas & Electric (PG&E).     But there's more to us than the what we do — like the who behind it all. Team RecordPoint is made up of 130+ tech-driven professionals at the top of their respective fields. Together, we foster a supportive, collaborative and transparent environment, collectively working toward the singular goal of continuously doing better.       Scope As a quota-carrying Account Manager, you will drive expansion revenue across RecordPoint’s existing customer base. Partnering closely with Customer Experience (CX), you will identify, qualify, and close cross-sell and upsell opportunities by engaging new stakeholders, uncovering unmet needs, and positioning the Data Trust Platform as a strategic solution for compliance, security, and data governance. This role is focused on net revenue expansion — not renewals — requiring strong commercial acumen, disciplined pipeline management, and the ability to multithread within complex enterprise environments. What You’ll Do Drive Expansion Revenue Own and close cross-sell and upsell opportunities across enterprise and mid-market accounts in North America Build and maintain a qualified expansion pipeline to consistently achieve quota Manage full sales cycles from discovery through negotiation and close Identify & Create Opportunities Partner with CX to identify buying signals, whitespace, and risk indicators within existing accounts Execute targeted account-based motions (ABM) to engage new stakeholders and unlock expansion paths Collaborate with Marketing on campaigns targeting expansion opportunities Engage & Influence Buyers Multithread across the organization, expanding beyond initial buyer personas (e.g., CISO, CDO, AI leaders) Develop and present outcome-based business cases grounded in customer data (risk reduction, cost avoidance, efficiency gains) Work with SEs to deliver compelling product demonstrations aligned to customer priorities Operate with Discipline Apply MEDDPICC to qualify deals, manage risk, and improve forecast accuracy Maintain Salesforce as a source of truth with accurate pipeline and forecasting hygiene Use sales intelligence and engagement tools to improve targeting and execution Collaborate Cross-Functionally Work in lockstep with CX to balance relationship health with commercial outcomes Contribute market feedback to refine messaging, positioning, and GTM strategy Represent RecordPoint in customer-facing events as needed What You Bring

Proven Expansion Seller

• 5+ years in B2B SaaS sales with a track record of closing ARR through upsell and cross-sell motions
• Demonstrated success owning expansion quotas (not just renewals or relationship management)

Enterprise Sales Capability

• Experience multithreading and building champions across new stakeholder groups
• Strong commercial judgment with the ability to navigate procurement, legal, and deal strategy independently
• Skilled in negotiation and closing complex enterprise deals

Operational Rigor

• Disciplined pipeline and forecast management with strong Salesforce hygiene
• Proficiency in MEDDPICC or similar qualification frameworks
• Familiarity with modern sales tools (e.g., Salesforce, Gong, LinkedIn Sales Navigator)

Customer-Centric Communicator

• Ability to translate technical concepts into clear business value
• Strong discovery, listening, and storytelling skills
• Experience building data-driven business cases

Mindset

• Proactive, entrepreneurial, and highly collaborative
• Able to work effectively alongside CX without creating friction
• Curious, analytical, and outcomes-focused