About the role

We are seeking a dynamic and experienced Senior Growth Account Executive to join our team. This role is essential to drive growth, manage key accounts, and foster long-lasting client relationships. You will own a portfolio of seven figure named accounts, cultivating deep executive relationships, ensuring customer success, and driving substantial expansion and cross sell opportunities. Success in this role means unlocking additional value upside through upsells, renewals, and new product adoption.

Key Responsibilities

·     Strategic Account Leadership: Act as the primary Wellspring contact for key stakeholders (C suite, innovation, R&D, IP, Tech Transfer), building executive-level rapport.

·     Account Growth & Retention: Achieve ambitious growth targets via upsell, cross-sell, and expansion across installed base.

·     Client Success Enablement: Partner with CSM/Customer Success to ensure clients maximize software ROI; identify expansion signals.

·     New Logo Expansion: Opportunistically explore adjacent divisions or use cases within existing accounts.

·     Consultative Selling: Lead account planning, discovery, solution presentations, business case development (ROI-focused), formal contract negotiations, and close deals end-to-end.

·     Forecasting & Pipeline Management: Maintain robust pipeline in Salesforce , provide disciplined forecasting, and use insight-driven territory reviews.

·     Cross-functional Partnering: Work across Product, Marketing, Pre-sales, and Executive teams to align campaigns, messaging, and technical expertise.

·     Market & Competitor Intelligence: Understand client business challenges/trends in higher education, corporate innovation, IP lifecycle management; articulate the Wellspring advantage.

·     Industry Thought Leadership: Participate in user groups (e.g. AUTM), webinars, events, and peer forums to elevate customer positioning.

Qualifications

·       Experience: 5–8 years in enterprise SaaS or software sales/account management (enterprise deals: greater than $100K annually)

·   Skills:

o   Mastery of enterprise selling frameworks (e.g., MEDDICC, Challenger) and strong pipeline discipline.

o   Strong analytical, strategic thinking, and problem-solving skills. Excellent communication, negotiation, and interpersonal abilities

o   Executive-level communication and presentation skills; ability to build compelling business cases.

o   Experience selling into roles like innovation, R&D, IP, or tech transfer is highly desirable.

·       Travel: As required (domestic + occasional international); remote/hybrid setting.

·       Education: Bachelor's degree in Business Administration, Marketing, or a related field. A Master's degree is a plus.

·       Technical Proficiency: Experienced in Salesforce (or equivalent CRM); familiarity with tools like HubSpot/Gong is a plus.

Key Competencies

·       Client-focused: Demonstrates a deep understanding of client needs and strives to exceed their expectations.

·       Innovative: Continuously seeks new and creative ways to solve problems and improve processes.

·       Resilient: Able to handle rejection and setbacks with a positive attitude and persistence.

·       Collaborative: Works well with others and leverages the strengths of the team to achieve common goals.

·       Ethical: Maintains high standards of integrity and professionalism in all interactions.

·       Results-oriented: Proven track record of meeting or exceeding sales targets and driving business growth.

·       Adaptability: Ability to thrive in a fast-paced, dynamic environment and manage multiple priorities effectively.