Senior Account Manager, Growth & Expansion

Wonderlic is a science-based talent assessment company combining I-O psychology, machine learning, and AI to help organizations make better hiring and development decisions. The Senior Account Manager, Growth & Expansion drives revenue growth within the existing customer base by identifying and closing cross-sell and expansion opportunities, with a primary focus on Wonderlic Develop.

This is not a renewal role; you will partner with Customer Success while owning creation and closing of new revenue opportunities tied to measurable business outcomes.

• Proactively prospect within existing SMB, Mid-Market, and Enterprise accounts to identify new stakeholders, departments, and use cases for cross-sell/expansion.

• Use internal signals (product usage, hiring trends, organizational changes) to trigger and execute expansion plays.

• Lead value-based discovery to uncover pain, quantify impact (e.g., turnover cost, productivity gaps, time-to-performance), and align solutions to executive KPIs.

• Manage the full sales cycle (discovery to close) across multi-stakeholder buying groups (HR, TA, L&D, executives).

• Maintain accurate forecasting and pipeline hygiene in Salesforce.

• Collaborate closely with CSMs on account strategy to ensure a unified customer narrative across retention and growth.

• Stay current on product offerings, industry trends, and competitive conditions; apply curiosity to provide strategic insights to customers.

• 5–10+ years of experience in B2B SaaS subscription sales, account management, or expansion roles.

• Proven track record of closing cross-sell and expansion deals.

• Experience owning a quota and running a full sales cycle end-to-end.

• Exceptional discovery skills and ability to monetize customer pain through value-based selling.

• Strong executive presence; ability to influence senior stakeholders.

• Skilled in negotiation, closing, and managing complex multi-threaded deals.

• Data-driven and comfortable using CRM tools, specifically Salesforce.

• Experience selling to SMB and Mid-Market; Enterprise experience is a plus.

• Preferred: experience selling into HR/Talent/business leadership stakeholders; HR Technology experience (pre-employment assessment, employee development, or related).

• Remote: work from anywhere in the United States.

• Four-day work week.

• Generous PTO plus paid company shutdown from 12/24 to 1/1.

• Benefits: medical, dental, vision, 401(k) with matching, paid new parent leave.

• Compensation: target OTE $160,000–$180,000 (base salary plus uncapped commissions).