Role Description

Wonderlic is seeking a Senior Account Manager, Growth & Expansion to drive revenue growth within our existing customer base. This role is responsible for creating and closing cross-sell and expansion opportunities, with a primary focus on expanding cross-sell of Wonderlic Develop.

We are building a revenue engine grounded in value-based selling—where every conversation connects talent decisions to measurable business outcomes such as performance, retention, and productivity.

This is not a renewal role—you will partner closely with Customer Success Managers (CSMs), who own retention and account health, while you focus on identifying, creating, and closing new revenue opportunities within existing accounts.

Your Impact:

• Drive measurable revenue growth within our existing customer base by identifying, creating, and closing cross-sell opportunities.
• Turn existing relationships into strategic growth engines—expanding adoption of Wonderlic solutions by connecting talent decisions to business outcomes such as retention, performance, and productivity.
• Your success will directly impact net revenue retention, product adoption, and long-term customer value.

What You’ll Do:

• Pipeline Creation:
  • Proactively prospect into existing accounts across SMB, Mid-Market, and Enterprise segments.
  • Identify new stakeholders, departments, and use cases within existing accounts to uncover cross-sell opportunities.
  • Leverage internal signals (product usage, hiring trends, organizational changes) to trigger expansion plays.
  • Generate pipeline independent of Customer Success; CS is a strategic partner, not the primary source of opportunities.
• Value-Based Selling & Opportunity Creation:
  • Lead strategic discovery conversations that uncover organizational pain and quantify business impact.
  • Connect customer challenges to measurable outcomes (e.g., turnover cost, productivity gaps, time-to-performance).
  • Align solutions to broader business objectives and executive-level KPIs.
  • Position Wonderlic solutions using a value-based approach—avoiding feature-led selling.
• Sales Cycle Management:
  • Manage opportunities through the sales cycle (discovery → solution alignment → business case → close) while navigating multi-stakeholder buying groups (HR, TA, L&D, Executives, etc.).
  • Maintain accurate forecasting and pipeline hygiene in Salesforce.
• Collaboration & Team Selling:
  • Collaborate closely with CSMs to align on account strategy and expansion opportunities; maintain a unified narrative across retention and growth conversations.
  • Ensure strong customer experience across the lifecycle.
• Market Insight:
  • Maintain strong knowledge of new and existing product offerings, industry trends, new developments, and current competitive conditions within the marketplace.
• Leverage Curiosity:
  • Leverage your curiosity about our products, industry, and the marketplace to build and maintain strong knowledge, enabling you to offer strategic insights and solutions to our customers.

Qualifications

• 5-10+ years of experience in B2B SaaS subscription-based sales, account management, or expansion roles.
• Proven track record of closing cross-sell / expansion deals.
• Experience owning a quota and full sales cycle.
• Experience selling to SMB, Mid-Market organizations, and Enterprise experience is a plus.
• Experience selling into HR, Talent, or business leadership stakeholders preferred.
• Experience selling in HR Technology sector, ideally in pre-employment assessment, employee development, or disruptive technology.

Requirements

• Exceptional discovery skills—ability to uncover and monetize customer pain.
• Strong executive presence and ability to influence senior stakeholders.
• Skilled in negotiation and closing.
• Ability to manage complex, multi-threaded deals.
• Data-driven and comfortable using CRM tools (Salesforce).
• Hunter mentality within accounts—you don’t wait for opportunities, you create them.
• Strategic thinker who connects product capabilities to business outcomes.
• Highly accountable with strong ownership of pipeline and results.
• Comfortable challenging customer assumptions and reframing problems to elevate the conversation.
• Thrives in a fast-paced, evolving environment.
• Naturally curious and creative in your approach to solving problems.

Benefits

• Work from anywhere in the United States.
• Four-day work week.
• Generous PTO plus a paid company shutdown from 12/24 to 1/1.
• Benefits include medical, dental, vision, 401k with matching, paid new parent leave.