Senior Account Manager, Growth & Expansion at Wonderlic
Worldwide
$160k - $180k
<div class="content-intro"><h2><strong>About Us</strong></h2> <p><span data-contrast="none">Work a four-day week from anywhere for a company where people genuinely believe in what they do. Wonderlic leads the way in fair, predictive science to create a world where everyone finds and thrives in their best job—and that starts with you. We expertly combine our science-based assessment expertise with I-O psychology, machine learning, and artificial intelligence to deliver evidence-based insights that empower smarter employment decisions. Our simple, intuitive assessment tools help sophisticated HR teams identify top applicants, predict on-the-job performance, and ensure our own team is engaged and equipped to do their best work.</span><span data-ccp-props="{"335559685":0}"> </span></p> <p><span data-contrast="none">Wonderlic has always championed progressive, sustainable approaches that allow people to excel professionally while living balanced, fulfilling lives.</span> <span data-contrast="none">Here are some of the ways we do that: </span><span data-ccp-props="{"335559685":0,"335559738":240}"> </span></p> <ul> <li data-leveltext="" data-font="Symbol" data-listid="9" data-list-defn-props="{"335552541":1,"335559685":1800,"335559991":360,"469769226":"Symbol","469769242":[8226],"469777803":"left","469777804":"","469777815":"hybridMultilevel"}" data-aria-posinset="1" data-aria-level="1"><span class="TextRun SCXW135828624 BCX0" lang="EN-US" data-contrast="none"><span class="NormalTextRun SCXW135828624 BCX0">Work from anywhere in the United States </span></span><span class="EOP SCXW135828624 BCX0" data-ccp-props="{"201341983":0,"335559740":240}"> </span></li> <li data-leveltext="" data-font="Symbol" data-listid="9" data-list-defn-props="{"335552541":1,"335559685":1800,"335559991":360,"469769226":"Symbol","469769242":[8226],"469777803":"left","469777804":"","469777815":"hybridMultilevel"}" data-aria-posinset="2" data-aria-level="1"><a href="https://wonderlic.com/blog/wonderlic/after-a-successful-summer-trial-period-wonderlic-is-officially-moving-to-a-32-hour-four-day-work-week/"><span data-contrast="none"><span data-ccp-charstyle="Hyperlink">Four-day work week</span></span></a></li> <li data-leveltext="" data-font="Symbol" data-listid="9" data-list-defn-props="{"335552541":1,"335559685":1800,"335559991":360,"469769226":"Symbol","469769242":[8226],"469777803":"left","469777804":"","469777815":"hybridMultilevel"}" data-aria-posinset="3" data-aria-level="1"><span data-contrast="none">Generous PTO plus a paid company shutdown from 12/24 to 1/1</span></li> <li data-leveltext="" data-font="Symbol" data-listid="9" data-list-defn-props="{"335552541":1,"335559685":1800,"335559991":360,"469769226":"Symbol","469769242":[8226],"469777803":"left","469777804":"","469777815":"hybridMultilevel"}" data-aria-posinset="5" data-aria-level="1"><span data-contrast="none">Benefits include medical, dental, vision, 401k with matching, paid new parent leave</span><span data-ccp-props="{"335559685":720,"335559738":240,"335559739":240}"> </span></li> </ul> <p><span data-contrast="none">What Sets Us Apart:</span><span data-ccp-props="{}"> </span></p> <ul> <li data-leveltext="" data-font="Symbol" data-listid="10" data-list-defn-props="{"335552541":1,"335559685":720,"335559991":360,"469769226":"Symbol","469769242":[8226],"469777803":"left","469777804":"","469777815":"hybridMultilevel"}" data-aria-posinset="6" data-aria-level="1"><span data-contrast="none">Scientific Precision: We apply rigorous scientific methodologies to develop assessments that accurately gauge individuals' potential and fit within various organizational contexts.</span><span data-ccp-props="{}"> </span></li> <li data-leveltext="" data-font="Symbol" data-listid="10" data-list-defn-props="{"335552541":1,"335559685":720,"335559991":360,"469769226":"Symbol","469769242":[8226],"469777803":"left","469777804":"","469777815":"hybridMultilevel"}" data-aria-posinset="7" data-aria-level="1"><span data-contrast="none">Innovation: Our dedication to continuous improvement drives us to explore cutting-edge techniques and technologies, ensuring our assessments remain at the forefront of talent assessment.</span><span data-ccp-props="{}"> </span></li> <li data-leveltext="" data-font="Symbol" data-listid="10" data-list-defn-props="{"335552541":1,"335559685":720,"335559991":360,"469769226":"Symbol","469769242":[8226],"469777803":"left","469777804":"","469777815":"hybridMultilevel"}" data-aria-posinset="8" data-aria-level="1"><span data-contrast="none">Impactful Solutions: By integrating I-O Psychology principles into our processes, we deliver solutions that not only meet the immediate hiring needs of organizations but also contribute to long-term success and retention.</span><span data-ccp-props="{}"> </span></li> </ul></div><h2>Overview:</h2> <p><span data-contrast="none">Wonderlic is </span><span data-contrast="auto">seeking a </span><strong><span data-contrast="auto">Senior Account Manager, Growth & Expansion</span></strong><span data-contrast="auto"> to drive revenue growth within our existing customer base. This role is responsible for creating and closing cross-sell and expansion opportunities, with a primary focus on expanding cross-sell of Wonderlic Develop.</span> <span data-contrast="auto">We are building a revenue engine grounded in value-based selling—where every conversation connects talent decisions to measurable business outcomes such as performance, retention, and productivity.</span><span data-ccp-props="{"134233117":false,"134233118":false,"335551550":0,"335551620":0,"335557856":16777215,"335559738":240,"335559739":240}"> </span></p> <p><span data-contrast="auto">This is <strong>not a renewal role</strong>—you will partner closely with Customer Success Managers (CSMs), who own retention and account health, while you focus on identifying, creating, and closing new revenue opportunities within existing accounts.</span><span data-ccp-props="{"134233117":false,"134233118":false,"335551550":0,"335551620":0,"335557856":16777215,"335559738":240,"335559739":240}"> </span></p> <p><span data-contrast="auto">This role requires the mindset and skillset of a top-performing Account Executive, applied within an existing customer base.</span> <span data-contrast="auto">You will operate as a strategic seller inside the install base, bringing a strong point of view on how customers can solve critical business challenges related to hiring, development, and workforce performance.</span><span data-ccp-props="{"134233117":false,"134233118":false,"335551550":0,"335551620":0,"335559738":240,"335559739":240}"> </span></p> <h2>Your Impact:</h2> <p><span data-contrast="auto">As a Senior Account Manager, Growth & Expansion, you will drive measurable revenue growth within our existing customer base by identifying, creating, and closing cross-sell opportunities.</span> <span data-contrast="auto">You will turn existing relationships into strategic growth engines—expanding adoption of Wonderlic solutions by connecting talent decisions to business outcomes such as retention, performance, and productivity.</span> <span data-contrast="auto">Your success will directly impact net revenue retention, product adoption, and long-term customer value.</span><span data-ccp-props="{"134233117":false,"134233118":false,"335551550":0,"335551620":0,"335559738":240,"335559739":240}"> </span></p> <h2>What You’ll Do:</h2> <ul> <li><strong><span data-contrast="auto">Pipeline Creation:</span></strong><span data-contrast="auto"> Proactively prospect into existing accounts across SMB, Mid-Market, and Enterprise segments. Identify new stakeholders, departments, and use cases within existing accounts to uncover cross-sell opportunities. Leverage internal signals (product usage, hiring trends, organizational changes) to trigger expansion plays. Generate pipeline independent of Customer Success; CS is a strategic partner, not the primary source of opportunities.</span></li> <li><strong><span data-ccp-props="{"134233117":false,"134233118":false,"335551550":0,"335551620":0,"335557856":16777215,"335559738":0,"335559739":0}">V</span><span data-contrast="auto">alue-Based Selling & Opportunity Creation: </span></strong><span data-contrast="auto">Lead strategic discovery conversations that uncover organizational pain and quantify business impact. Connect customer challenges to measurable outcomes (e.g., turnover cost, productivity gaps, time-to-performance). Align solutions to broader business objectives and executive-level KPIs. Position Wonderlic solutions using a value-based approach—avoiding feature-led selling.</span><span data-ccp-props="{"134233117":false,"134233118":false,"335551550":0,"335551620":0,"335557856":16777215,"335559738":0,"335559739":0}"> </span></li> <li><strong><span data-contrast="none">Sales Cycle Management:</span></strong><span data-contrast="none"> Manage opportunities through the sales cycle (</span><span data-contrast="auto">discovery → solution alignment → business case → close) while navigating multi-stakeholder buying groups (HR, TA, L&D, Executives, etc.). Maintain accurate forecasting and pipeline hygiene in Salesforce. </span></li> <li><strong><span data-contrast="none">Collaboration & Team Selling:</span></strong><span data-contrast="none"> </span><span data-contrast="auto">Collaborate closely with CSMs to align on account strategy and expansion opportunities; maintain a unified narrative across retention and growth conversations. Ensure strong customer experience across the lifecycle</span><span data-ccp-props="{"134233117":false,"134233118":false,"335551550":0,"335551620":0,"335557856":16777215,"335559738":0,"335559739":0}"> </span></li> <li><strong><span data-contrast="none">Market Insight:</span></strong><span data-contrast="none"> Maintain strong knowledge of new and existing product offerings, industry trends, new developments, and current competitive conditions within the marketplace.</span><span data-ccp-props="{"134233117":false,"134233118":false,"335551550":0,"335551620":0,"335557856":16777215,"335559738":0,"335559739":0}"> </span></li> <li><strong><span data-contrast="none">Leverage Curiosity:</span></strong><span data-contrast="none"> Leverage your curiosity about our products, industry, and the marketplace to build and maintain strong knowledge, enabling you to offer strategic insights and solutions to our customers</span><span data-ccp-props="{"134233117":false,"134233118":false,"335551550":0,"335551620":0,"335557856":16777215,"335559738":0,"335559739":0}"> </span> </li> </ul> <h2><span data-contrast="auto"><span data-ccp-parastyle="heading 2">What Success Looks Like:</span></span><span data-ccp-props="{"134245418":true,"134245529":true,"335559738":160,"335559739":80}"> </span></h2> <ul> <li><span data-contrast="auto">Consistently achieve or exceed expansion quota</span><span data-ccp-props="{"134233117":false,"134233118":false,"335559738":240,"335559739":240}"> </span></li> <li><span data-contrast="auto">Maintain 3–5x pipeline coverage driven by self-sourced opportunities</span><span data-ccp-props="{"134233117":false,"134233118":false,"335559738":240,"335559739":240}"> </span></li> <li><span data-contrast="auto">Demonstrate strong conversion from discovery → close</span><span data-ccp-props="{"134233117":false,"134233118":false,"335559738":240,"335559739":240}"> </span></li> <li><span data-contrast="auto">Lead executive conversations that elevate from product to business impact</span><span data-ccp-props="{"134233117":false,"134233118":false,"335559738":240,"335559739":240}"> </span></li> <li><span data-contrast="auto">Expand relationships across multiple stakeholders and functions</span><span data-ccp-props="{"134233117":false,"134233118":false,"335559738":240,"335559739":240}"> </span></li> <li><span data-contrast="auto">Operate in tight alignment with Customer Success while maintaining clear ownership of revenue outcomes</span><span data-ccp-props="{"134233117":false,"134233118":false,"335559738":240,"335559739":240}"> </span></li> </ul> <h2>What We’re Looking For:</h2> <h4><span style="text-decoration: underline;">Skills & Capabilities </span></h4> <ul> <li>Exceptional discovery skills—ability to uncover and monetize customer pain </li> <li>Strong executive presence and ability to influence senior stakeholders </li> <li>Skilled in negotiation and closing </li> <li>Ability to manage complex, multi-threaded deals </li> <li>Data-driven and comfortable using CRM tools (Salesforce) </li> </ul> <h4><span style="text-decoration: underline;">Mindset </span></h4> <ul> <li>Hunter mentality within accounts—you don’t wait for opportunities, you create them </li> <li>Strategic thinker who connects product capabilities to business outcomes </li> <li>Highly accountable with strong ownership of pipeline and results </li> <li>Comfortable challenging customer assumptions and reframing problems to elevate the conversation </li> <li>Thrives in a fast-paced, evolving environment </li> <li>Naturally curious and creative in your approach to solving problems </li> </ul> <h2>Qualifications:</h2> <ul> <li>5-10+ years of experience in B2B SaaS subscription-based sales, account management, or expansion roles.</li> <li>Proven track record of closing cross-sell / expansion deals </li> <li>Experience owning a quota and full sales cycle </li> <li>Experience selling to SMB, Mid-Market organizations, and Enterprise experience is a plus </li> <li>Experience selling into HR, Talent, or business leadership stakeholders preferred </li> <li>Experience selling in HR Technology sector, ideally in pre-employment assessment, employee development, or disruptive technology. </li> </ul> <p> </p> <p><em>Target Total Compensation: This position offers OTE of $160,000 to $180,000, split between a base salary and uncapped commissions.</em></p><div class="content-conclusion"><hr> <h2><strong>Our Policy</strong></h2> <p><span data-contrast="none"><span data-ccp-charstyle="Heading 2 Char">Affirmative Action Plan/Equal Employer Opportunity (AAP/EEO) Statement: </span></span><span data-contrast="none">Research suggests that both the </span><span data-contrast="none">confidence gap</span><span data-contrast="none"> and </span><span data-contrast="none">imposter syndrome</span><span data-contrast="none"> can make members of some groups (including women, members of the LGBTQIA+ and BIPOC communities, and candidates of less traditional age, education, or background) less likely to apply for jobs when they don’t meet 100% of the qualifications. At Wonderlic, we are in the business of identifying potential, and we encourage all interested candidates to apply. </span><span data-ccp-props="{"335559739":120}"> </span></p> <p><span data-contrast="none">Wonderlic is proud to be an equal employment opportunity/affirmative action employer. Here, diversity is valued and celebrated, and this is what makes us such a successful team. Wonderlic does not discriminate in employment on the basis of race, color, religion, gender, gender identity, pregnancy status, national origin, sexual orientation, marital status, disability, genetic information, age, parental status, military/veteran status, or any other factor protected by law. </span><span data-ccp-props="{"335559739":120}"> </span></p> <p><span data-contrast="none">In addition, we will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, perform essential job functions, and receive other benefits and privileges of employment. Please get in touch with us at </span><a href="mailto:jobs@wonderlic.com"><span data-contrast="none"><span data-ccp-charstyle="Hyperlink">jobs@wonderlic.com</span></span></a><span data-contrast="none"> to request an accommodation.</span><span data-ccp-props="{"335559739":120}"> </span></p> <p><span data-contrast="none"><span data-ccp-charstyle="Heading 2 Char">Disclaimer: </span></span><span data-contrast="none">This job description is not designed to include a comprehensive list of duties and responsibilities that are required of the employee. Duties and responsibilities may change or be assigned at any time, with or without notice.</span><span data-ccp-props="{"335559739":120}"> </span></p> <p><span data-contrast="none">#BI-Remote #LI-Remote</span><span data-ccp-props="{"335559739":120}"> </span></p></div>
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