Job description

About the role Belfry is hiring its first Growth Account Executive to expand revenue inside our existing customer base. Our customers are security services companies that already run scheduling, timekeeping, officer operations, payroll, and billing on Belfry. Most of them have room to grow with us: more sites, more officers, and modules we've recently released that they haven't turned on yet, including Belle, our AI dispatcher. Today, upsell is split between new-business AEs and Customer Success. You'll own it. You'll carry an expansion quota against a defined book of accounts, run the full cycle from opportunity to close, and build the playbook the rest of the team follows. What you'll do • Carry an expansion quota against a defined book of existing accounts, measured on ARR added from new users, sites, and modules • Find whitespace in each account using product usage, headcount trends, and the customer's stated growth plans • Run discovery and demos that tie each proposal to the customer's business goals and show the return • Work with Customer Success on expansion triggers and handoffs so the customer sees one team • Negotiate and close upsell deals, including pricing and terms for added modules and officer counts • Keep the pipeline and forecast current in [CRM] and report expansion pipeline health to leadership • Bring customer and market feedback to Product, Marketing, and Sales • Build the expansion playbook: account segmentation, expansion triggers, and handoff points with CS What we're looking for • 3+ years of B2B SaaS sales, with at least 1 to 2 years carrying an upsell, expansion, or account management quota • A record of hitting or beating that quota • A consultative selling style: you tie proposals to the customer's goals, not to a feature list • Clean pipeline hygiene and accurate forecasts in [CRM] • You've built a sales process from scratch rather than inherited one Nice to have • Experience selling into field service, staffing, facilities, or security • Familiarity with workforce management, scheduling, payroll, or billing software Details • Reports to: VP of Sales • Location: Austin, TX • Compensation: $120-150k OTE], uncapped commission, equity

Requirements

Must-haves

Carry an expansion quota against a defined book of existing accounts, measured on ARR added from new users, sites, and modules
Find whitespace in each account using product usage, headcount trends, and the customer's stated growth plans
Run discovery and demos that tie each proposal to the customer's business goals and show the return
Work with Customer Success on expansion triggers and handoffs so the customer sees one team
Negotiate and close upsell deals, including pricing and terms for added modules and officer counts
Keep the pipeline and forecast current in [CRM] and report expansion pipeline health to leadership
Bring customer and market feedback to Product, Marketing, and Sales
Build the expansion playbook: account segmentation, expansion triggers, and handoff points with CS
3+ years of B2B SaaS sales, with at least 1 to 2 years carrying an upsell, expansion, or account management quota
A record of hitting or beating that quota
A consultative selling style: you tie proposals to the customer's goals, not to a feature list
Clean pipeline hygiene and accurate forecasts in [CRM]
You've built a sales process from scratch rather than inherited one

Nice-to-haves

Experience selling into field service, staffing, facilities, or security
Familiarity with workforce management, scheduling, payroll, or billing software
Reports to: VP of Sales
Location: Austin, TX
Compensation: $120-150k OTE], uncapped commission, equity

Application prep

Use the role’s language and application details while tailoring your materials.

Keywords to mirror

airest

Platform: dover
Effort: medium