Account Executive, Expansion

What Do We Do? Triple Whale is the AI operating system built for modern ecommerce. We help you see what's actually working in your business, what's not, and what to do next. Then we take action for you — pausing the underperforming ad, generating the next batch of creative, flagging the inventory risk before it bites. We pull every signal in your business into one place, and put it on the most trusted measurement foundation in the industry. And on top of that, we give you the most actionable AI in commerce — Moby 2 — letting you tap any LLM you want, grounded in the full context of your business. Moby 2 doesn't just surface insights, it executes decisions for you, with automations that make the rest of your stack smarter. The result: more than 65,000 brands like Pressed Juicery, OUAI, and True Classic turn mountains of complex data into actions that actually grow profit, at a speed and scale that is not humanly possible.

What You're Applying for We’re looking for an Expansion Account Executive to grow our relationships with existing customers across Europe, the Middle East and Africa. You’ll identify where customers have a business need we can help solve, build a clear case for further investment and own the commercial process through to close. That means understanding how a customer uses Triple Whale today, what their team is trying to achieve and where broader adoption would make a meaningful difference. This is an active selling role within an existing customer base. You won’t wait for upgrade requests or rely solely on Customer Success referrals. You’ll build your own pipeline through account research, targeted outreach and strong relationships across each customer’s business.

What You’ll Do

• Own expansion revenue across an assigned EMEA portfolio.
• Manage upsell and cross-sell opportunities from discovery and qualification through proposal, negotiation and close.
• Build a proactive expansion pipeline.
• Use customer goals, adoption signals, account changes and conversations with Customer Success to identify and prioritise opportunities.
• Sell against a specific business problem.
• Understand the customer’s current workflow, what isn’t working, who is affected and why solving it matters now.
• Develop relationships beyond the original buyer.
• Engage founders, ecommerce leaders, marketing teams, finance stakeholders and other decision-makers where relevant.
• Build credible business cases.
• Connect the proposed investment to outcomes the customer values, using agreed evidence and clear assumptions rather than broad promises.
• Partner closely with Customer Success.
• Coordinate account plans and outreach, distinguish adoption problems from genuine expansion opportunities and avoid conflicting customer conversations.
• Run relevant demonstrations and evaluations.
• Work with Solutions and product specialists to show how the proposed solution addresses the customer’s agreed priorities.
• Manage the commercial process.
• Confirm budget, decision-makers, procurement requirements and timelines; maintain clear next steps and accurate forecasts.
• Support a clean transition after the sale.
• Document the agreed scope, customer expectations and success criteria so implementation and adoption can follow.
• Improve the EMEA expansion motion.
• Share recurring customer needs, objections and buying patterns with Sales, Customer Success, Marketing and Product.

What You’ll Bring

• Experience in quota-carrying B2B SaaS sales, expansion or commercial account management.
• A track record of growing existing accounts through proactive selling, not only processing renewals or inbound upgrades.
• Strong discovery skills: you can move from a feature request to the underlying business problem and qualify whether there is a real opportunity.
• Confidence managing a full sales cycle, including demonstrations, business cases, negotiation and closing.
• The ability to build relationships with both day-to-day users and senior budget holders.
• Sound commercial judgement. You know when to pursue an opportunity, when to involve a specialist and when a customer needs support before another sales conversation.
• Experience managing a portfolio, prioritising your time and keeping CRM records and forecasts accurate.
• Nice to have: Experience selling ecommerce, marketing technology, analytics or AI software.
• Nice to have: Familiarity with the commercial metrics ecommerce teams use, including customer acquisition cost, return on ad spend, lifetime value and profitability.
• Nice to have: Additional languages relevant to the assigned EMEA territory.

Our Values

• We Are Customer Obsessed: From our mission to every detailed project, everything we do is designed to create a positive impact for our customers.
• We Move (Very!) Quickly: The speed at which we work, iterate, and deliver value is our most competitive advantage.
• We Are Trustworthy: Candour, directness, and honest communication helps us learn, grow and improve so we can win together.
• We Are Curious: We extend beyond our comfort zone and ask questions that guide us towards new, creative, and bold paths.
• We Act Like A Mensch: We act with honour, integrity and empathy, and have deep respect for our customers and each other.

Triple Whale is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.

Join Us in Making Waves If you’re looking for more than just a job and want to be part of a movement reshaping the future of Ecommerce, Triple Whale is the place for you. We’re on the lookout for driven, curious, and creative individuals ready to thrive in a fast-paced environment.