Account Executive, Customer Growth

Account Executive, Customer Growth
Summary of Position

The Account Executive, Customer Growth owns expansion revenue across an assigned portfolio of existing Malbek customers. This role combines strategic account development, executive engagement, disciplined execution, and close partnership with Customer Experience, Services, Product, Marketing, and Sales.

The successful candidate will proactively identify and close growth opportunities ranging from smaller transactional expansions to larger strategic, multi-business-unit, and AI-driven opportunities. They will build trusted relationships with customer stakeholders, understand each account’s strategic priorities, and translate Malbek ’s capabilities into measurable business value. A major priority of this role is accelerating customer adoption of Malbek ’s AI portfolio, including AI Pro and BusinessIQ, by identifyingreal business problems where AI can create measurable commercial value.

This is a revenue-owning role that requires strong organization, professionalism, attention to detail, and the ability to manage multiple customer priorities while maintaining a consistently high standard of customer experience. We are looking for someone who brings customer empathy, personal integrity, curiosity, and genuine passion for helping customers succeed while driving meaningful growth.
Key Responsibilities
- Own expansion revenue and quota across an assigned portfolio of existing Malbek customers and consistently exceed sales goals.

- Own forecast accuracy for the portfolio, maintaining a current, data-driven view of renewal risk and expansion opportunity to support reliable quarterly and annual projections.

- Develop strategic account plans for priority customers, including organizational mapping, executive sponsors, business-unit opportunities, purchasing history, available usage and adoption data, whitespace, and future growth potential.

- Identify, develop, and close expansion opportunities across additional users, business units, products, integrations, AI Pro, BusinessIQ, and other Malbek offerings, translating customer business challenges into funded initiatives.

- Manage opportunities ranging from smaller transactional expansions to complex six-figure strategic sales cycles with equal ownership and urgency.

- Develop trusted advisor relationships with key customer stakeholders and executive sponsors, proactively expanding relationships beyond the primary day-to-day contact.

- Navigate complex, multi-stakeholder customer environments and develop multi-threaded commercial strategies across business, legal, procurement, technology, and executive stakeholders.

- Lead discovery conversations that uncover business problems, strategic initiatives, risk, and inefficiencies, and translate emerging AI and platform capabilities into clear customer outcomes, confidently engaging executive, technical, legal, procurement, and AI governance stakeholders.

- Partner closely with Customer Experience to maintain strong customer relationships while preserving clear ownership of the commercial and revenue-growth motion.

- Coordinate with Services, Solution Consulting, Product, Marketing, Finance, and other internal teams to develop and execute effective customer strategies.

- Own the commercial process for existing-customer renewals and amendments, including accurate contracting, pricing coordination, early risk identification, and internal approvals.

- Develop documented close strategies for significant expansion opportunities, including stakeholders, decision criteria, and required actions to advance each deal.

- Maintain strong professional discipline across meeting preparation, follow-up, and customer commitments, and ensure accurate, complete, and appropriately reviewed proposals, pricing, and Salesforce data throughout the sales cycle.

- Continuously develop knowledge of Malbek ’s products, AI capabilities, CLM industry trends, competitive landscape, and custom