Note: The job is a remote job and is open to candidates in USA. Wonderlic is a company that leads in fair, predictive science to help individuals find their best job. They are seeking a Senior Account Manager, Growth & Expansion to drive revenue growth within their existing customer base by creating and closing cross-sell opportunities, focusing on value-based selling and strategic insights to enhance customer relationships.
Responsibilities
- 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
Skills
- 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
- 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
- Experience selling to HR, Talent, or business leadership stakeholders preferred
- Experience selling in HR Technology sector, ideally in pre-employment assessment, employee development, or disruptive technology
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
Company Overview