Account Executive, Expansion & Renewal

Account Executive, Expansion

Version2.ai's Virtual Engagement Officer is deployed across 200+ fundraising organizations — universities, nonprofits, healthcare foundations. Every one of those deployments generates data: donor give-again rates, gift size changes, lapse recovery, cadence performance, segment behavior. Collectively, it's one of the most detailed datasets on autonomous AI-driven fundraising in existence.

Most of those clients started with one VEO. Almost all of them have room for more.

Right now, the conversation about expanding stops at the program manager level. Our Customer Success Managers work closely with Annual Giving directors and frontline fundraising staff — the people who run the VEO day to day. Those contacts see the results and understand the use case for additional VEOs. But they're rarely the ones who can write the check.

We're hiring an Account Executive, Expansion to own the senior relationship at every existing client — the VP of Advancement, the Chief Development Officer, the President's office — and build the business case that turns a successful deployment into a broader institutional partnership.

This is a farmer role, not a hunter. Your pipeline is already installed. Your job is to cultivate it.

Senior Relationship Development

• Map the decision-making structure at each assigned client account — identify the VP, CDO, or executive who controls budget for expanded deployments
• Build and maintain direct relationships with senior leaders at 50–100 active client accounts
• Position yourself as a strategic partner to leadership, not a vendor checking in — bring data, peer benchmarks, and ROI framing to every conversation
• Stay close enough to each account that expansion conversations happen proactively, not reactively

Partnering with Customer Success

• Work hand-in-hand with the assigned CSM on each account — they own the day-to-day program relationship, you own the executive relationship
• Let the CSM surface performance data, use case gaps, and expansion signals; you translate those into a business case for senior leadership
• Never disrupt the CSM's relationship with their primary contact — your outreach to leadership should feel coordinated and additive, not competitive
• Participate in strategic account reviews to identify upsell timing and framing

Upsell Execution

• Develop tailored expansion proposals for each account — additional VEOs, new program areas, broader donor segments
• Lead pricing conversations, negotiate upsell terms, and close expansion agreements
• Manage HubSpot opportunity records for all active upsell deals with accurate staging and forecasting
• Coordinate contract paperwork on expansion orders with our Deal Desk

What We're Looking For

Required

• Meaningful exposure to fundraising, advancement, or development — either as a practitioner (gift officer, development director, annual giving manager) or through sustained sales experience selling into advancement offices. You need to walk into a conversation with a VP of Advancement and speak their language, not learn it
• 3–7 years of SaaS sales experience, with meaningful time in an expansion, renewal, or account management role — not just new logo hunting
• Demonstrated ability to build relationships with VP and C-suite buyers — you're comfortable in a room with a Chief Development Officer
• Track record of closing upsell or expansion deals, not just managing accounts
• Emotional intelligence to navigate a two-relationship structure: respecting the CSM's frontline relationship while cultivating your own at the executive level
• Strong written and verbal communication — your executive outreach has to land without being pushy
• HubSpot or equivalent CRM proficiency

Nice to Have

• Experience selling into higher education, nonprofit, or healthcare advancement/development offices
• Familiarity with fundraising operations, planned giving, major gifts, or annual giving programs
• Experience at a company with fewer than 500 employees where you had to build process, not just follow it

What This Is Not

This is not a new logo role. You won't be cold-calling prospects or building pipeline from scratch. If you thrive on the hunt and find account management tedious, this isn't the right fit.

This is also not a passive renewal role. You're expected to proactively develop executive relationships, build expansion business cases, and close deals. Waiting for clients to raise their hand is not the job.