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United States
Remote only
Account Executive - Mid Market, Expansion @ Scribe!
About Scribe
Scribe is where exceptional people come to do the best work of their careers. More than 94% of the Fortune 500 use Scribe to own their specialized intelligence: the unique way their teams work, decide, and get things done. Our Specialized Intelligence platform automatically captures how work happens and turns it into a living asset that helps people and AI agents do their best work.
We're growing fast, since our founding in 2019, we've grown to 7 million users across 600,000 businesses. Based in San Francisco, we've been named a LinkedIn Top Startup, are valued at over $1 billion, and are backed by leading investors. Join us in our mission to transform how people do work.
📌 About the Role
Scribe's Workflow AI platform doesn't stop growing after the initial sale, and that's where you come in. In this role you will be for a true hunter! As an Expansion Account Executive, you'll own a portfolio of existing customer accounts and turn them into net new revenue by selling net new products (Optomize), while also working closely with Customer Success to identify where our largest customers are ready to expand. You'll spend most of your time on strategic, consultative deals with enterprise organizations of 250-1500 employees, helping them adopt new products and use cases, especially Scribe Optimize, as their workflow automation needs mature.
🛠️ What You'll Do
Own net new revenue growth across a book of roughly 50+ existing customer accounts
Convert Customer Success Qualified Leads into closed expansion opportunities, while proactively uncovering additional whitespace across your accounts
Run the full sales cycle for expansion deals, from discovery through close
Navigate complex, multi-stakeholder buying groups inside enterprise organizations ranging from 250-1500 employees
Close strategic expansion opportunities averaging $75K+ ACV, with sales cycles typically running 4-6 months
Apply a structured sales methodology such as MEDDPIC or SPICED to manage complex deals and keep forecasts accurate
Use Salesforce, Gong, and Sigma to manage pipeline and surface account insights, and share what you learn to help improve the expansion motion as we scale
🔍 What We're Looking For
Has been focusing on Hunting and Expansion vs Renewal Targets
Has carried a quota in Mid Market in B2B SaaS/AI or similar sales for 3-5 years
Has a career that has moved in one direction: more responsibility, better results, year over year
Has run complex, consultative sales cycles with multiple stakeholders and executive buyers
Knows how to find and close net new opportunities inside an existing account, not just manage upselling and cross selling
Forecasts a pipeline with discipline and uses a structured methodology to navigate complex deals
Asks sharp questions, picks up new products and use cases fast, and partners naturally with Customer Success without losing ownership of the commercial outcome
🚫 This role is not for you if
You're looking for a traditional Account Management or Customer Success role centered on renewals
You'd rather manage existing relationships than go find and close new opportunities
You want a highly structured environment instead of helping build and refine a sales motion that's still evolving
📍 Location
Remote, with a requirement to be based permanently in the U.S. We'd love someone on the East Coast, but we're open to exceptional candidates in major metros nationwide.
💰 Compensation
All full-time employees receive equity in Scribe. Final offers depend on experience and scope.
On-Target Earnings is determined by tenure, experience, and performance throughout the interview process. Your recruiter will discuss the target range during your first call.
OTE is a 50/50 split, uncapped commission, and accelerators for over-attainment.
Total compensation includes cash + equity + benefits.
🎁 Benefits
Health, dental, and vision insurance for you and your dependents
Flexible paid time off and company holidays
401(k)
Paid parental leave
Daily catered lunch (SF office)
Commuter benefits
Home office stipend
At Scribe, we celebrate our differences and are committed to creating a workplace where all employees feel supported and empowered to do their best work. Scribe is proud to be an Equal Opportunity Employer.
