Expansion Account Executive

What we’re looking for:

As an Expansion Account Executive, you will be responsible for selling SurveyMonkey’s enterprise product suite to two key customer segments:

1. Existing Departments within an Existing Customer: You’ll look for ways to help our existing users get more value from SurveyMonkey by selling them additional services, integrations, and seats
2. New Departments within an Existing Customer: You’ll find new buyers/departments inside existing customers where we are already doing business and have a contractual agreement. 

What you’ll be working on:

• Full-Cycle Selling: Own the entire sales process from initial outreach and prospecting, to solution-based consultative positioning, negotiation, and close.
• Strategic Prospecting with Customer Accounts: Use ZoomInfo, Outreach, and other tools to identify new relationships within our existing customer Accounts.
• Consultative Approach: Employ a solution-oriented, consultative selling style informed by the Sandler selling methodology and the MEDDPICC qualification framework.  You’ll uncover customer needs, map SurveyMonkey’s capabilities, and articulate clear value.
• Deal Management: Leverage Salesforce and Gong to track deal progress, forecast accurately, and continuously improve based on deal insights and feedback.
• Territory & Pipeline Management: Organise and prioritise effectively to achieve quota, manage a large account base, and maintain a healthy pipeline.
• Continuous Learning & Improvement: Stay informed about industry trends, competitive landscape, and evolving customer needs. Incorporate feedback, embrace coaching, and learn from every win or loss.

We’d love to hear from people with:

• Proven Success in Sales: 1-5+ years of full-cycle B2B sales experience, ideally in SaaS but not required.  We often sell to Marketing, HR, and IT departments.
• Pipeline Generation: Experience building pipeline with Customer accounts through various sources (outbound value selling and first meeting generation, inbound marketing leads, product driven leads, customer success driven leads etc)
• Familiarity with MEDDPICC: Demonstrated success applying MEDDPICC or a similar methodology to close deals with multiple stakeholders.
• Tech Stack Proficiency: Experience using Salesforce (CRM), Outreach (sequencing), Gong (conversation intelligence), and ZoomInfo (prospecting).
• Excellent Communication & Presentation Skills: Ability to demonstrate history of engaging senior-level stakeholders with confidence and credibility.
• Adaptability & Business Acumen: Experience building business cases with prospects, developing Champions, and creating Mutual Action Plans to win business. 

We know the confidence gap and imposter syndrome can get in the way of meeting great candidates, so please don’t hesitate to apply — we very much value the attributes described here even if your past experience isn’t a perfect match. 

SurveyMonkey believes in-person collaboration is valuable for building relationships, fostering community, and enhancing our speed and execution in problem-solving and decision-making. As such, you will be required to work from a SurveyMonkey office up to 1 day per week.
#LI - Hybrid