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