Senior Account Executive, Expansion

Job Description

Coast is seeking a Senior Account Executive to join their expansion team. The company is focused on revolutionizing the U.S. B2B card payments infrastructure, particularly for commercial fleets. The Senior Account Executive will play a crucial role in expanding existing customer relationships by upselling new products, starting with corporate cards. This role involves identifying opportunities within the current customer base to enhance their engagement with Coast.

The Senior Account Executive will contribute to the development of the expansion sales strategy and vision for the customer-first sales organization at Coast. They will work closely with cross-functional teams and drive revenue growth.

Responsibilities:

• Drive Growth: Own the upsell process for existing Coast customers, increasing revenue by selling new products and services.
• Consultative Selling: Engage customers to understand their needs, communicate the value of Coast’s offerings, and position our solutions to drive impact.
• Pipeline Development: Build and maintain a robust pipeline of upsell opportunities through strategic outreach and customer engagement.
• Cross-Functional Collaboration: Partner with risk, marketing, product, and customer success teams to develop holistic engagement strategies and share customer feedback for continuous improvement.
• Sales Strategy: Contribute to the development of an expansion sales strategy to scale this new function effectively.
• Revenue Achievement: Consistently meet and exceed upsell revenue targets and KPIs.
• Customer Insights: Gather insights on customer needs, behaviors, and challenges to help refine Coast’s offerings.
• Process Optimization: Identify opportunities to improve our sales processes and tools for better efficiency and success.

Requirements:

• Bachelor’s degree from a four year university
• Minimum 4-8+ years of experience in B2B sales; familiarity with corporate cards or fleet and trade organizations is a bonus
• Outstanding communication skills
• Experience with outbound sales, upsell sales and lead generation using Salesforce, Outreach, and other key tools
• Ability to identify and engage decision makers within a prospective client organization
• Capable of demonstrating value and handling objections for a financial technology product
• Comfort performing fast-paced, transactional, outbound and inbound sales
• Proven track record at meeting and exceeding sales quotas
• Strong sales toolkit: you can prospect, qualify, demonstrate, negotiate, and close deals
• Willingness to build the ship and sail it at the same time as one of our very first sales hires
• Positive attitude with a focus on having a growth mindset

What Coast Offers:

• Medical, dental, and vision insurance
• Flexible paid time off (vacation, personal well-being, paid holidays)
• Paid parental leave
• Tools to help manage your financial wellness, including webinars, access to an equity tax advisory service, and company-sponsored 401K
• $400 accessories allowance for home office setup to be spent on a keyboard, mouse, headphones, etc.
• Free lunch every Friday