Job description

At Similarweb, we are revolutionizing the way businesses interact with the digital world by revealing to them everything that happens online. Our unique data and solutions empower over 6,000 customers globally, including industry giants like Google, eBay, and Adidas, to make game-changing decisions that drive their digital strategies. In 2021, we went public on the New York Stock Exchange, and we continue to reach new heights! Come work alongside Similarwebbers across the globe who are bright, curious, practical, and good people. Similarweb's digital intelligence solutions serve thousands of customers — including some of the world's biggest brands — across a wide range of industries and use cases, and we've barely scratched our total addressable market. As an Expansion Sales Manager, you'll be a hunter first: prospecting and closing net-new business within a defined book of large enterprise accounts, while also identifying and capturing whitespace across existing relationships. You'll control the full sales cycle — sourcing opportunities, running competitive deals, and negotiating to close — with the added advantage of a warm foothold inside accounts that already know and trust Similarweb. So, what will you be doing all day? Proactively prospecting and generating new business within your book of accounts — identifying new business units, divisions, use cases, and stakeholders who aren't yet using Similarweb Owning the full sales cycle for both net-new and expansion opportunities: prospecting, discovery, presenting, negotiating, and closing Meeting quarterly quotas by driving new revenue growth across your territory — combining net-new logo/use-case wins with account expansion Engaging and building relationships at the Director/C-level to uncover unaddressed pain points and build the business case for new investment Identifying whitespace and upsell opportunities within existing accounts, and running a consultative sales process to convert them into closed revenue Maintaining accurate forecasts and managing all pipeline and account activity in Salesforce Partnering cross-functionally with Marketing, Sales Development, Solution Engineering, Customer Success, Contracting, and Implementation to source pipeline and navigate deals to close Leveraging our sales tech stack (Salesforce, SalesLoft, Chorus, and Similarweb itself) to drive outbound activity, accurate reporting, and productivity Providing value-based solutions grounded in a clear understanding of each account's business goals, KPIs, and pain points This is the perfect job for someone who: Has a minimum of 5 years of experience running full-cycle, consultative sales processes for enterprise accounts, with a proven hunter mentality Showcases knowledge and experience selling into the Retail and CPG sectors Has experience closing deals above $100k ARR Has deep experience working in MEDDPIC sales methodologies Has a demonstrated track record of exceeding new business/net-new revenue targets in high-end SaaS sales — not just managing renewals Is comfortable self-sourcing pipeline and creating urgency in accounts with no active buying process Can confidently present to and influence senior stakeholders, up to C-level, and build a compelling business case from scratch Is skilled at identifying whitespace and expansion opportunities within recurring revenue/SaaS business models Is highly collaborative, with a direct and honest approach to delivering customer success A PLUS: Has a strong understanding of digital marketing trends — SEO, content marketing, PPC, social and display advertising **At Similarweb, collaborating with our colleagues in the office creates a more connected, unified culture. Our best work is a product of our face-to-face collaboration, with the ability to work partially from home.** The base salary range for this position in New York City is $120,000 to $135,000 + benefits including medical, dental, and vision insurance, 401K plan, potential equity, employee stock purchase plan and paid sick and parental leave. In addition, this position is eligible to participate in the company’s sales incentive plan, with a maximum target OTE of up to $270,000 , depending upon the final terms of employment and achievement of established targets. Individual compensation is based upon a number of factors, including qualifications and relevant experience. The base salary range above is for the New York City metro area, and could vary for candidates in other locations. Why you’ll love being a Similarwebber: You’ll get to sell a product you actually believe in : Our customers aren’t our only raving fans. When we asked our employees why they chose to come work at Similarweb, 99% of them said “the product.” Imagine how exciting your job is when you get to work with the most powerful digital intelligence platform in the world. You’ll find a home for your big ideas : We encourage an open dialogue and empower employees to bring their ideas to the table. You’ll find the resources you need to take initiative and create meaningful change within the organization. We offer competitive perks & benefits: We take your well-being seriously, and offer competitive compensation packages to all employees. We also put a strong emphasis on community, with regular team outings and happy hours. You can grow your career in any direction you choose: Interested in becoming a VP or want to transition into a different department? Whether it’s Career Week, personalized coaching, or our ongoing learning solutions, you’ll find all the tools and opportunities you need to develop your career right here. Diversity isn’t just a buzzword: People want to work in a place where they can be themselves. We strive to create a workplace that is reflective of the communities we serve, where everyone is empowered to bring their full, authentic selves to work. We are committed to inclusivity across race, gender, ethnicity, culture, sexual orientation, age, religion, spirituality, identity and experience. We believe our culture of equality and mutual respect also helps us better understand and serve our customers in a world that is becoming more global, more diverse, and more digital every day. Please note: We’re unable to sponsor employment visas at this time. #LI-SS #LI-Hybrid We will handle your application and information related to your application in accordance with the Applicant Privacy Policy available here .

Requirements

Must-haves

At Similarweb, we are revolutionizing the way businesses interact with the digital world by revealing to them everything that happens online.
So, what will you be doing all day?
Proactively prospecting and generating new business within your book of accounts — identifying new business units, divisions, use cases, and stakeholders who aren't yet using Similarweb
Owning the full sales cycle for both net-new and expansion opportunities: prospecting, discovery, presenting, negotiating, and closing
Meeting quarterly quotas by driving new revenue growth across your territory — combining net-new logo/use-case wins with account expansion
Engaging and building relationships at the Director/C-level to uncover unaddressed pain points and build the business case for new investment
Identifying whitespace and upsell opportunities within existing accounts, and running a consultative sales process to convert them into closed revenue
Maintaining accurate forecasts and managing all pipeline and account activity in Salesforce
Partnering cross-functionally with Marketing, Sales Development, Solution Engineering, Customer Success, Contracting, and Implementation to source pipeline and navigate deals to close
Leveraging our sales tech stack (Salesforce, SalesLoft, Chorus, and Similarweb itself) to drive outbound activity, accurate reporting, and productivity
Providing value-based solutions grounded in a clear understanding of each account's business goals, KPIs, and pain points
This is the perfect job for someone who:
Has a minimum of 5 years of experience running full-cycle, consultative sales processes for enterprise accounts, with a proven hunter mentality
Showcases knowledge and experience selling into the Retail and CPG sectors
Has experience closing deals above $100k ARR
Has deep experience working in MEDDPIC sales methodologies
Has a demonstrated track record of exceeding new business/net-new revenue targets in high-end SaaS sales — not just managing renewals
Is comfortable self-sourcing pipeline and creating urgency in accounts with no active buying process
Can confidently present to and influence senior stakeholders, up to C-level, and build a compelling business case from scratch
Is skilled at identifying whitespace and expansion opportunities within recurring revenue/SaaS business models
Is highly collaborative, with a direct and honest approach to delivering customer success
At Similarweb, collaborating with our colleagues in the office creates a more connected, unified culture. Our best work is a product of our face-to-face collaboration, with the ability to work partially from home.**
Individual compensation is based upon a number of factors, including qualifications and relevant experience.

Nice-to-haves

A PLUS: Has a strong understanding of digital marketing trends — SEO, content marketing, PPC, social and display advertising

Application prep

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

Platform: greenhouse
Effort: quick

Benefits

Benefits detected in the listing.

Dental

Vision

401k

Parental Leave