Senior Account Representative, Territory

Overview

The Senior Account Representative, Territory manages scalable, low-touch coverage across assigned territories, identifies and drives expansion opportunities, and supports demand generation using professional concepts. This role ensures account health, articulates value creation, and develops sales forecasts with minimal supervision. Collaboration involves coordinating with partner sales leadership, extended teams, identifying technical needs, and facilitating cross-regional sales coordination.

Key Responsibilities

• Provide scalable, low-touch coverage across accounts through automated channels and varying levels of direct engagement.
• Identify and drive expansion opportunities via upsell/cross-sell and new buyer seat expansions within assigned territories.
• Activate and support demand generation activities via pooled marketing resources and transactional sales support.
• Ensure baseline relationship management, track account health, forecast, and maintain visibility through pooled systems.
• Articulate and drive value creation for customers to deepen engagement.
• Develop and report sales forecasts and pipeline for seat expansions and upsell/cross-sell opportunities.
• Coordinate with partner management, partner sales leadership, extended sales, and customer success teams to deliver consistent and timely follow-up for identified opportunities.
• Identify and coordinate technical or complex customer needs to technical and/or sales specialist teams or partners.
• Support partner-led enablement efforts by coordinating with Partner Management teams and providing supplemental data or context.
• Facilitate cross-regional sales coordination for large or multinational accounts and share best practices across teams and geographies.

Minimum Requirements

• Bachelor’s degree or equivalent experience.
• 4+ years in account management, sales, or related field (preferably in software/SaaS or technology sectors).
• Demonstrated ability to manage large account volumes using structured processes.
• Proven track record in identifying and driving expansion opportunities.
• Strong organizational discipline and time management skills.
• Advanced technical understanding sufficient to qualify needs and direct them effectively.
• Consistent communication skills using templated and scalable engagement methods.
• Experience applying a data-aware approach to prioritize outreach and flag accounts for growth or risk.
• Experience collaborating with partner management, sales, and customer success teams.

Preferred Qualifications

• Experience in the software or SaaS industry.
• Experience supporting partner-led enablement efforts and coordinating with partner management teams.
• Advanced skills in cross-regional sales coordination and sharing best practices across teams.
• Ability to articulate and drive value creation for customers.
• Experience developing and reporting sales forecasts and pipeline for seat expansions and upsell/cross-sell opportunities.
• Strong analytical skills and judgment in selecting methods and techniques for account management.

Key skills/competency

• Account Management
• Sales Strategy
• Expansion Opportunities
• Demand Generation
• Customer Relationship Management
• Sales Forecasting
• Partner Coordination
• SaaS Sales
• Data-Aware Approach
• Cross-Regional Sales