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Mid LevelFull-timeRustAI
Salary Range
$72,250 - $97,750 /year
This salary is estimated based on similar roles. The actual salary may vary.
About the Role
Adaptive is seeking a Growth Account Executive to drive revenue growth within a portfolio of existing mid-market and enterprise customers. This founding role on the Growth team will involve managing renewals, price increase conversations, upsells, and cross-sells of new Adaptive products.
Key Responsibilities
- →Own the full renewal cycle, including pricing, value-based conversations, and contract negotiation
- →Drive revenue growth through strategic upsells, cross-sells, and account expansion opportunities
- →Proactively identify and execute expansion opportunities within a book of existing mid-market and enterprise customers
- →Increase ACV at renewal by clearly articulating ROI and aligning solutions to evolving customer needs
- →Sell new Adaptive product SKUs into existing accounts while maintaining strong retention outcomes
- →Build and maintain trusted relationships with key stakeholders across technical teams, security leadership, and the C-suite
- →Lead complex, multi-stakeholder deal cycles and negotiate strategic, multi-product agreements
- →Partner closely with Customer Success, Product, and Sales leadership to refine growth playbooks, forecasting, and the transition from net-new to expansion ownership
Requirements
- ✓At least 4+ years of SaaS sales experience (SMB/Mid-Market/Enterprise)
- ✓Proven experience upselling within an existing book of business; open to quota-carrying Account Managers with multi-SKU selling experience
- ✓Demonstrated success meeting or exceeding revenue and renewal targets
- ✓Strong experience negotiating pricing and leading value-based renewal conversations
- ✓Comfortable working with technical buyers (cybersecurity background a strong plus)
- ✓Strong presentation and communication skills — able to influence from ICs to C-suite
- ✓Analytical in understanding customer needs, yet creative in driving expansion strategy
- ✓Highly proactive — you don’t wait for opportunities; you create them
- ✓Thrive in ambiguity and enjoy building processes from scratch
- ✓Roll-up-your-sleeves mentality with a strong sense of ownership
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