Define segmentation, triggers, and handoffs between product, CS, and sales
Build playbooks for upsell, cross-sell, add-ons, and usage expansion
Own NRR, expansion ARR, expansion pipeline, and expansion conversion rates
Build and manage forecasting models for expansion revenue
Partner with RevOps to implement dashboards, attribution, and pipeline visibility
Partner with Product and Growth to embed expansion into the product experience
Define PQLs, usage signals, and upgrade triggers
Build a seamless product-led to sales-led conversion motion
Inherit and lead a high-performing Expansion team (Account Managers)
Establish hiring plans, comp structures, and career paths
Coach managers and ICs on consultative expansion, value selling, and account strategy
Partner with the following departments and act as the internal expert on expansion best practices in PLG SaaS: Product Growth on packaging, pricing, and feature gating; Marketing on lifecycle, nurture, and expansion campaigns; Customer Success on adoption, health scoring, and expansion readiness; Finance on pricing strategy and revenue modeling
Requirements
8–12+ years in B2B SaaS revenue roles
Experience in SMB-focused SaaS with high velocity PLG motion
Proven success in a PLG environment with product-led and sales-led motions
Direct experience building or scaling expansion / upsell/cross-sell programs
Experience owning NRR, expansion ARR, and forecasting
Demonstrated success in leading and developing quota-carrying teams
Deep understanding of layer-cake / multi-motion GTM models
Strong experience with usage-based or hybrid pricing models
Familiarity with PQL frameworks, lifecycle marketing, and product analytics
Experience working with RevOps and data tools (e.g., Salesforce, HubSpot, Snowflake, Looker)
Benefits
1st week of employment is mandatory PTO! Start your journey with Roofr by decompressing and recharging
we will see you in week 2!
1 Friday off per month (we call those our laundry days!)
Company wide paid shutdown for the week between Christmas and New Years
Flexible time off
80% employer-paid benefits in the U.S. and 100% employer-paid premiums for Extended Healthcare and Dental in Canada