Senior Strategic Customer Success Expansion Account Manager – AI‑Powered Procurement Growth Leader & Enterprise Revenue Expansion Champion at brighthush – Drive Value‑Based Expansion & Accelerate Net Revenue Retention

About brighthush

brighthush is a global pioneer in Source‑to‑Pay (S2P) procurement technology, redefining how Fortune 1000 organizations manage spend, risk, and supplier relationships. Our flagship platform, Merlin AI, blends advanced artificial intelligence, predictive analytics, and real‑time visibility to automate the entire procurement lifecycle—from sourcing and contract negotiation to invoicing and supplier governance. By turning procurement from a cost center into a strategic growth engine, we help enterprises unlock measurable ROI, accelerate innovation, and secure a competitive edge in an increasingly data‑driven world.

At brighthush, we believe that procurement is more than a back‑office function; it is a catalyst for transformation, resilience, and sustainable growth. Our mission is to empower every organization to harness the full potential of data, automation, and collaboration, turning spend into a strategic asset that fuels innovation and drives long‑term value.

Why This Role Matters

In today’s hyper‑competitive marketplace, the ability to translate customer success into tangible revenue growth is a key differentiator for technology leaders. As a Senior Strategic Customer Success Expansion Account Manager, you will be the linchpin that turns satisfied customers into long‑term partners, ensuring every interaction adds value, deepens trust, and expands the business footprint. Your strategic vision, consultative approach, and relentless focus on outcomes will directly influence our Net Revenue Retention (NRR) and overall profitability.

Key Responsibilities

1. Expansion Revenue Ownership

• Own and execute a dedicated expansion ARR quota across a defined book of existing customers.
• Identify, qualify, and close expansion opportunities, including seat growth, product add‑ons, and tier upgrades.
• Lead end‑to‑end expansion deals: discovery, value quantification, pricing structuring, and negotiation to secure incremental ARR.
• Drive multi‑year, multi‑product expansion motions aligned with customer outcomes.
• Maintain a weekly and monthly expansion forecast with documented close plans and risk mitigation for committed deals.
• Collaborate with Finance to ensure accurate revenue recognition and forecasting.
• Leverage data science insights to identify high‑potential expansion targets.

2. Value‑Based Account Growth

• Build and execute expansion strategies rooted in customer business objectives and realized product value.
• Leverage usage data, success milestones, and intent signals to initiate timely expansion conversations.
• Conduct executive‑level discovery to uncover growth drivers and whitespace.
• Develop ROI‑based business cases that justify incremental customer investment.
• Position expansions as outcome accelerators, not feature‑based transactions.
• Present compelling narratives that align product capabilities with strategic business outcomes.

3. Customer Success Partnership

• Partner with Customer Success Managers to assess expansion readiness, confirm value realization, and align timing before initiating commercial motions.
• Participate in Quarterly Business Reviews (QBRs) and executive reviews to support expansion strategy and value articulation.
• Maintain clear swim lanes: CS owns outcomes and renewals; you own expansion revenue.
• Coordinate clean post‑close handoffs to ensure successful adoption of expanded scope.
• Support save motions only when expansion is viable and customer value remains intact.
• Advocate for customer needs within product and engineering teams.

4. Pipeline Management & Forecasting

• Build and manage a healthy expansion pipeline with defined close plans and next steps.
• Forecast expansion ARR weekly and monthly with high accuracy and discipline.
• Track whitespace, penetration, and expansion conversion rates.
• Maintain strong CRM hygiene, deal documentation, and inspection readiness.
• Use data visualization tools to communicate pipeline health to leadership.

5. Cross‑Functional Collaboration

• Partner with Product and Marketing on expansion use cases, messaging, and enablement.
• Provide structured feedback on expansion blockers, pricing friction, and competitive dynamics.
• Collaborate with RevOps, Finance, and Legal to ensure clean, efficient deal execution.
• Contribute to expansion playbooks and repeatable best practices.
• Champion a culture of continuous improvement across the organization.

Success Metrics

• Expansion ARR attainment.
• Contribution to Net Revenue Retention (NRR).
• Expansion pipeline coverage and conversion rates.
• Forecast accuracy.
• Average Contract Value (ACV) growth.
• Multi‑product adoption.
• Customer satisfaction and NPS scores post‑expansion.

What Success Looks Like in 12 Months

• Consistently exceeds expansion quota.
• Drives measurable improvement in Net Revenue Retention.
• Maintains a predictable, trustworthy forecast.
• Is viewed as a trusted expansion partner by Customer Success and leadership.
• Customers see you as a strategic growth advisor, not a transactional seller.
• Leads cross‑functional initiatives that shape product roadmap and go‑to‑market strategy.

Essential Qualifications

• 5–10+ years of B2B SaaS sales experience, preferably in expansion or account growth roles.
• Proven success closing upsell and cross‑sell deals within existing customer bases.
• Experience selling through a value‑based, consultative motion.
• Strong executive presence and negotiation skills.
• High forecasting rigor and CRM discipline.
• Demonstrated ability to partner effectively with Customer Success teams.
• Proven track record of expanding revenue within existing enterprise customers.
• Experience selling into large, complex organizations ($1B+ revenue preferred).
• Familiarity with subscription‑based, multi‑product SaaS models.
• Domain experience in Procurement, ERP, Finance, HR, or adjacent enterprise platforms is a strong plus.
• Comfortable operating in a fast‑paced, remote‑first environment.

Preferred Characteristics

• Commercially sharp and growth‑oriented.
• Comfortable operating without renewal ownership.
• Collaborative, yet clear on accountability.
• Curious, discovery‑driven, and outcome‑focused.
• Bias toward execution—moves quickly from signal to deal motion.
• Predictable performer who values forecast accuracy.
• Strong storytelling ability to translate data into compelling narratives.
• Resilient under pressure and adept at navigating ambiguity.

Personal Attributes

• Ownership mindset with high accountability for revenue outcomes.
• Customer‑centric but commercially sharp.
• Comfortable operating independently, hands‑on, and execution‑focused.
• Strategic thinker with strong follow‑through.
• Adaptable to evolving market dynamics and customer needs.

Career Growth & Learning Opportunities

At brighthush, your growth trajectory is built into the role. You will:

• Advance to senior leadership positions such as Director of Customer Success Expansion or VP of Enterprise Sales.
• Lead cross‑functional initiatives that shape product roadmaps and market strategy.
• Participate in executive‑level strategy sessions, influencing the future of AI‑powered procurement.
• Access continuous learning programs, including advanced sales methodology, AI and data analytics, and leadership development.
• Earn certifications and credentials that enhance your professional portfolio.
• Mentor junior team members and contribute to a culture of knowledge sharing.
• Be part of a global network of peers, mentors, and industry experts.

Work Environment & Company Culture

brighthush thrives on a culture of innovation, collaboration, and customer obsession. You will experience:

• A remote‑first environment with flexible work hours, supported by robust digital collaboration tools.
• Regular town‑hall meetings, hackathons, and cross‑team knowledge sharing.
• A transparent performance framework that rewards impact, creativity, and teamwork.
• A commitment to diversity, equity, and inclusion, fostering a sense of belonging for all.
• Access to a global network of peers, mentors, and industry experts.
• Opportunities to travel to customer sites and industry events to deepen relationships.
• A collaborative, high‑energy atmosphere where ideas are challenged and celebrated.

Compensation & Benefits

While specific figures vary by location and experience, brighthush offers a competitive total rewards package that includes:

• Base salary commensurate with market and experience.
• Variable incentive plan tied to expansion ARR, NRR, and pipeline metrics.
• Health, dental, and vision insurance for you and your dependents.
• 401(k) plan with company match.
• Generous paid time off, including vacation, sick leave, and holidays.
• Professional development budget and tuition reimbursement.
• Wellness programs, mental health resources, and employee assistance programs.
• Equity or stock‑option opportunities for eligible employees.
• Flexible work arrangements and remote‑first policy.
• Annual company retreats and team‑building events.

Equal Opportunity Employer

brighthush is committed to providing equal opportunities in employment and creating an inclusive work environment. We do not discriminate against applicants on the basis of race, color, religion, gender, sexual orientation, national origin, age, disability, or any other legally protected characteristic. All hiring decisions are based solely on qualifications, skills, and experience relevant to the job requirements.

How to Apply

If you are ready to drive measurable growth for enterprise customers, shape the future of AI‑powered procurement, and join a forward‑thinking organization, we encourage you to apply today. Submit your resume and a brief cover letter outlining your relevant experience and why you’re excited about this opportunity at brighthush.