Senior Account Executive, Strategic Accounts
PaligoAbout the role
About Paligo
Paligo is a fast-growing, globally distributed SaaS company headquartered in Sweden, delivering a market-leading Component Content Management System (CCMS). Our platform enables organizations to standardize how technical documentation is created, managed, translated, and published across teams, products, and regions, unlocking scale, compliance, and AI-driven content workflows.
We work with mid-market and enterprise organizations worldwide, including Dell, Emerson Electric, Mitsubishi, and Samsara. As Paligo expands its US footprint, we’re building a specialized expansion function to unlock growth across our existing customer ecosystem.
Why This Role Exists
Paligo’s growth doesn’t stop at initial customer adoption.
Our most successful customers expand when they standardize documentation across products, regions, and corporate structures. Many of our largest expansion opportunities come not from incremental usage, but from introducing Paligo to entirely new companies within the same corporate ecosystem.
This role exists to identify, create, and close those strategic expansion opportunities.
As an Account Executive, Strategic Accounts, you are responsible for hunting whitespace across known customer networks, opening doors into sister and holding companies, and driving new revenue through complex, high-impact expansion plays.
This is a role for sellers who want:
Strategic territory ownership
Deal creation, not just deal execution
Enterprise-grade selling inside warm but competitive environments
Role Summary
We are looking for a hunter-minded Account Executive to drive net-new expansion revenue across Paligo’s existing customer graph. You will manage a pre-vetted portfolio of up to 200 global target accounts, all scored and prioritized based on ICP fit and strategic relevance. These accounts are named sister or holding companies connected to existing Paligo customers, with a mandate to identify, create, and close expansion opportunities through focused, high-probability expansion plays.
You are expected to self-source 30–40% of your pipeline, using targeted outbound, relationship mapping, and account research, supported by Marketing and Revenue Operations. Expansion deal sizes today typically range from $25k–$100k ARR, with sales cycles spanning several months to multiple quarters.
Over time, as Paligo expands its product portfolio, this role will also take on larger, more complex upgrade motions across existing customers.
Key Responsibilities
Own net-new expansion revenue across a portfolio of up to 200 mid-market and enterprise accounts, with success driven by prioritization and depth rather than blanket coverage.
Proactively hunt for expansion opportunities, with a strong focus on selling Paligo into sister companies and holding companies connected to existing customers.
Self-generate 30–40% of expansion pipeline through outbound prospecting, stakeholder mapping, and targeted account outreach.
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