Account Manager (North America)

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, Pacific Gas & Electric (PG&E), and Delaware Life. But there's more to us than the what we do — like the who behind it all. Team RecordPoint is made up of 100+ 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. While we've got all the perks you'd expect — think truly flexible work arrangements, generous paid parental leave, 4 weeks annual leave and Employee Share Options — you might find that the greatest benefit of all, is the team you join. 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 Know more: By checking us out on all the usual platforms, and especially our About Us https://www.recordpoint.com/about or our Life at RecordPoint blog: https://www.recordpoint.com/blog/what-its-like-to-work-at-recordpoint How to apply: Click the 'apply now' button send us your CV. RecordPoint is an equal opportunities employer. We offer a fast-paced, dedicated and enjoyable environment, working with some of the best people in the industry. If you want to know what to expect from a RecordPoint application process, read more here: https://www.recordpoint.com/careers No recruiters please, we've got this one covered. You will need to pass a police background check to be eligible for employment at RecordPoint.