Case studies / Expense management

48 Account Executives with 5-year average tenure

Expensify scaled from 24 to 48 Account Executives post-IPO, achieving an average AE tenure of 5+ years.

About the client

Expense management software.

Expensify makes expense management software. After its IPO, it had a large inbound funnel and a board-level mandate to monetize it.

Client: Expensify
Industry: FinTech, expense management
Website: expensify.com

Their needs

Closers for a growing inbound funnel.

After going public, Expensify needed to hire Account Executives fast, without sacrificing retention or deal quality.

Account Executives, fast

A sales team built at speed after the IPO.
Closers, not seats

People who could convert high-intent inbound leads into paying customers.
Retention

A team that would stay in seat.
Deal quality

Speed without lowering the quality of the deals closed.

Our solution

An AE team matched to the inbound motion.

CloudTask placed Account Executives into Expensify's inbound pipeline, then scaled the team as it proved out.

A first cohort of 24

24 Account Executives placed to work Expensify's inbound pipeline.

Matched to the motion

High-volume inbound, fast qualification and a product-led buying process.

Scaled to 48

As the team proved out, Expensify doubled it, across segments and deal sizes.

The outcome

A sales team that stayed.

What changed for Expensify once the team was in seat.

24 Account Executives

Initial placement