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
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Own and close cross-sell and upsell opportunities across enterprise and mid-market accounts in North America
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Build and maintain a qualified expansion pipeline to consistently achieve quota
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Manage full sales cycles from discovery through negotiation and close
Identify & Create Opportunities
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Partner with CX to identify buying signals, whitespace, and risk indicators within existing accounts
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Execute targeted account-based motions (ABM) to engage new stakeholders and unlock expansion paths
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Collaborate with Marketing on campaigns targeting expansion opportunities
Engage & Influence Buyers
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Multithread across the organization, expanding beyond initial buyer personas (e.g., CISO, CDO, AI leaders)
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Develop and present outcome-based business cases grounded in customer data (risk reduction, cost avoidance, efficiency gains)
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Work with SEs to deliver compelling product demonstrations aligned to customer priorities
Operate with Discipline
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Apply MEDDPICC to qualify deals, manage risk, and improve forecast accuracy
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Maintain Salesforce as a source of truth with accurate pipeline and forecasting hygiene
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Use sales intelligence and engagement tools to improve targeting and execution
Collaborate Cross-Functionally
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Work in lockstep with CX to balance relationship health with commercial outcomes
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Contribute market feedback to refine messaging, positioning, and GTM strategy
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Represent RecordPoint in customer-facing events as needed
What You Bring
Proven Expansion Seller
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5+ years in B2B SaaS sales with a track record of closing ARR through upsell and cross-sell motions
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Demonstrated success owning expansion quotas (not just renewals or relationship management)
Enterprise Sales Capability
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Experience multithreading and building champions across new stakeholder groups
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Strong commercial judgment with the ability to navigate procurement, legal, and deal strategy independently
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Skilled in negotiation and closing complex enterprise deals
Operational Rigor
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Disciplined pipeline and forecast management with strong Salesforce hygiene
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Proficiency in MEDDPICC or similar qualification frameworks
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Familiarity with modern sales tools (e.g., Salesforce, Gong, LinkedIn Sales Navigator)
Customer-Centric Communicator
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Ability to translate technical concepts into clear business value
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Strong discovery, listening, and storytelling skills
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Experience building data-driven business cases
Mindset
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Proactive, entrepreneurial, and highly collaborative
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Able to work effectively alongside CX without creating friction