About Us:
RecordPoint is the data and AI governance platform that empowers highly regulated organizations to make compliance provable, decisions defensible, and AI safe to scale across every system. We're a disruptor in our industry, set apart from competitors by our cutting-edge technology and innovation-first mindset.Our customer list includes top-tier brands and government agencies like the City of New York, Security Benefit, City of Seattle, CMHC (Canada Mortgage Housing Corporation), Cupertino Electric, Pacific Gas & Electric (PG&E), City of Seattle, Rio Can, Williams, The United Church of Canada and LOTT Clean Water Alliance, to name a few.But there's more to us than 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, working toward the singular goal of continually improving.
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
- A flexible, remote-friendly work environment with a strong work-life balance
- Opportunities to grow and develop
- Fast-growth Australian-owned company
- A workplace where innovation is our way of life
- Personal Development budget for all staff
- 401K matching
- Private health insurance
- LTD, STD and life insurance
- 20 days PTO/year
- Work on a product that makes a real social impact on the world
- Generous Parental Leave policy
- Global opportunities!