Zycus is a global leader in Source-to-Pay (S2P) procurement software, helping large enterprises drive efficiency, compliance, and measurable value across their procurement and finance operations. Trusted by leading Fortune 1000 organizations worldwide, Zycus enables procurement teams to move from cost control to strategic value creation.
At the core of Zycus’ platform is Merlin AI, an advanced AI-powered engine that brings intelligence, automation, and predictive insights across the entire procurement lifecycle—from sourcing and contract management to procurement, invoicing, and supplier management. Merlin AI empowers Chief Procurement Officers and finance leaders to make faster, smarter decisions with real-time visibility and actionable insights.
Zycus is consistently recognized by top industry analysts such as Gartner, Forrester, and IDC for its innovation, depth of functionality, and strong customer outcomes. Known for its enterprise-grade solutions, global delivery model, and customer-first mindset, Zycus partners closely with organizations to modernize procurement and unlock long-term business value.
With a strong global presence across North America, EMEA, and APAC, Zycus continues to invest aggressively in product innovation, AI-led capabilities, and brand leadership—shaping the future of intelligent procurement.
We Are An Equal Opportunity Employer:
Zycus is committed to providing equal opportunities in employment and creating an inclusive work environment. We do not discriminate against applicants on the basis of race, color, religion, gender, sexual orientation, national origin, age, disability, or any other legally protected characteristic. All hiring decisions will be based solely on qualifications, skills, and experience relevant to the job requirements.
Job Description
The Customer Account Executive is a quota-carrying sales role responsible for executing expansion motions that drive incremental ARR within the existing customer base. This role owns upsell, cross-sell, seat expansion, and multi-product adoption—working in close partnership with Customer Success to convert realized customer value into commercial growth.This role does not own renewals, churn prevention, or account health. Success is measured strictly on expansion ARR performance and contribution to Net Revenue Retention (NRR).
Core Responsibilities
Expansion Revenue Ownership
- Own and deliver a dedicated expansion ARR quota across a defined book of existing customers
- Identify, qualify, and close expansion opportunities including seat growth, product add-ons, and tier upgrades
- Lead expansion deals end-to-end by executing discovery, quantifying value, structuring pricing, and negotiating terms to close incremental ARR
- Drive multi-year and multi-product expansion motions aligned to customer outcomes
- Maintain a weekly and monthly expansion forecast with documented close plans and risk mitigation for committed deals
Value-Based Account Growth
- Build and execute expansion strategies rooted in customer business objectives and realized product value
- Leverage usage data, success milestones, and intent signals to initiate timely expansion conversations
- Conduct executive-level discovery to uncover growth drivers and whitespace
- Develop ROI-based business cases that justify incremental customer investment
- Position expansions as outcome accelerators, not feature-based transactions
Customer Success Partnership
- Partner with Customer Success Managers to assess expansion readiness, confirm value realization, and align timing before initiating commercial motions
- Participate in QBRs and executive reviews to support expansion strategy and value articulation
- Maintain clear swim lanes: CS owns outcomes and renewals; Customer AE owns expansion revenue
- Coordinate clean post-close handoffs to ensure successful adoption of expanded scope
- Support save motions only when expansion is viable and customer value remains intact
Pipeline Management & Forecasting
- Build and manage a healthy expansion pipeline with defined close plans and next steps
- Forecast expansion ARR weekly and monthly with high accuracy and discipline
- Track whitespace, penetration, and expansion conversion rates
- Maintain strong CRM hygiene, deal documentation, and inspection readiness
Cross-Functional Collaboration
- Partner with Product and Marketing on expansion use cases, messaging, and enablement
- Provide structured feedback on expansion blockers, pricing friction, and competitive dynamics
- Collaborate with RevOps, Finance, and Legal to ensure clean, efficient deal execution
- Contribute to expansion playbooks and repeatable best practices
Success Metrics
- Expansion ARR attainment
- Contribution to Net Revenue Retention (NRR)
- Expansion pipeline coverage and conversion rates
- Forecast accuracy
- Average Contract Value (ACV) growth
- Multi-product adoption
What Success Looks Like in 12 Months
- Consistently exceeds expansion quota
- Drives measurable improvement in Net Revenue Retention
- Maintains a predictable, trustworthy forecast
- Viewed as a trusted expansion partner by Customer Success and leadership
- Customers see you as a strategic growth advisor, not a transactional sellerThe Customer Account Executive is a quota-carrying sales role responsible for executing expansion motions that drive incremental ARR within the existing customer base. This role owns upsell, cross-sell, seat expansion, and multi-product adoption—working in close partnership with Customer Success to convert realized customer value into commercial growth.
Required Skills :
- 5–10+ years of B2B SaaS sales experience, preferably in expansion or account growth roles
- Proven success closing upsell and cross-sell deals within existing customer bases
- Experience selling through a value-based, consultative motion
- Strong executive presence and negotiation skills
- High forecasting rigor and CRM discipline
- Demonstrated ability to partner effectively with Customer Success teams
- Proven track record of expanding revenue within existing enterprise customers
- Experience selling into large, complex organizations ($1B+ revenue preferred)
- Familiarity with subscription-based, multi-product SaaS models
- Domain experience in Procurement, ERP, Finance, HR, or adjacent enterprise platforms is a strong plus
Ideal Characteristics
- Commercially sharp and growth-oriented
- Comfortable operating without renewal ownership
- Collaborative, but clear on accountability
- Curious, discovery-driven, and outcome-focused
- Bias toward execution—moves quickly from signal to deal motion
- Predictable performer who values forecast accuracy
Personal Attributes
- Ownership mindset with high accountability for revenue outcomes
- Customer-centric but commercially sharp
- Comfortable operating without a team, hands-on and execution-focused
- Strategic thinker with strong follow-through
Why Join Zycus
- High-impact role with direct ownership of net revenue retention, expansion, and long-term customer lifetime value
- Join a New-Age Leader and “Grand Slam” organization, recognized by Gartner, Forrester, and IDC for product innovation, execution excellence, and customer impact across the Source-to-Pay landscape
- Work with a market-leading, AI-powered S2P platform offering a well-rounded enterprise suite, with advanced investments in intake, orchestration, and autonomous negotiation through Merlin AI
- Partner with large, strategic global enterprises, driving complex, high-value procurement and digital transformation initiatives
- Strong collaboration with Customer Success and Product leadership, including customer co-development and prerelease programs that directly influence roadmap and innovation
- Be part of an organization known for best-in-class customer experience, consistently ranking among top vendors for support effectiveness, lower ticket volumes, and strong global support coverage
- Leverage strong brand momentum and differentiated marketing leadership, driving high customer engagement and market visibility
- Competitive compensation with a meaningful variable upside aligned to performance and business outcomes
Requires 5–10+ years of B2B SaaS sales experience, success closing upsell and cross-sell deals, enterprise account growth expertise, consultative selling, negotiation, forecasting, CRM discipline, and Customer Success collaboration.
Key Responsibilities
- closing expansions
- managing pipelines
- forecasting revenue
Skills & Tools
Merlin AI, Customer Relationship Management (CRM)
Job Details
- Category: Sales
- Seniority: Senior Level
- Commitment: Full Time
- Workplace: Remote — United States
- Languages: English
About Zycus
A global provider of AI-powered source-to-pay procurement software for enterprises. — Industry: Information Technology