Director, Expansion Sales

Role Overview

• Own the Expansion Strategy
• Define and evolve the multi-segment expansion strategy across 1,000+ accounts, balancing growth, retention risk, and resource allocation.
• Develop and deploy a strategic account planning model that drives durable revenue from our AI-native platform, rooted in client value.
• Design a long-term net revenue retention roadmap aligned to company valuation and growth objectives.
• Stay informed on market trends, competitor activity, and client feedback to continuously sharpen the approach.
• Architect the Expansion Operating Model
• Build and refine a scalable operating system across upsell, cross-sell, strategic renewal and whitespaces selling motions.
• Establish structured operating rhythms—forecasting cadences, territory design, account planning standards, and executive reviews—that drive clarity and accountability.
• Implement portfolio-level health scoring, whitespace modeling, and predictive renewal frameworks.
• Leverage Salesforce, conversational intelligence, AI and other sales technologies to ensure accurate reporting, pipeline management, effective coaching and operational visibility.
• Leverage AI & Revenue Intelligence at Scale
• Deploy AI-driven analytics to identify expansion signals, risk patterns, whitespace opportunities, and productivity gaps.
• Translate AI insights into standardized expansion playbooks embedded in daily workflows.
• Elevate forecasting through scenario modeling, risk-weighted projections, and leading-indicator dashboards.
• Lead Enterprise & Strategic Expansion
• Serve as executive sponsor for high-value and complex accounts.
• Lead or support strategic negotiations and multi-year expansion agreements.
• Partner with Client Success to orchestrate proactive, value-led renewal strategies.
• Drive Cross-Functional Revenue Alignment
• Partner with Product, Marketing, and RevOps to refine packaging, pricing, and messaging that unlock expansion pathways.
• Provide structured feedback loops to inform product roadmap and competitive positioning.
• Influence compensation design, capacity planning, and territory modeling to optimize ROI.
• Provide senior leadership with regular insights on pipeline health, revenue forecasting, top-account strategies, and strategic opportunities.
• Build a High-Performance Leadership Bench
• Recruit, mentor, and develop Client Executives capable of operating consultatively across segments.
• Foster a collaborative, goal-oriented culture that emphasizes accountability, continuous improvement, and innovation.
• Raise standards around deal strategy, account planning, and executive engagement.
• Instill forecasting rigor, pipeline hygiene, and data-driven decision-making across the team.

Requirements

• 8+ years of progressive B2B SaaS sales experience across renewals, expansion, and Enterprise selling.
• 3+ years leading quota-carrying teams with ownership of multi-segment portfolios.
• Proven experience managing large account bases (500–1,000+ accounts) with structured segmentation and coverage models.
• Demonstrated success building repeatable, scalable expansion systems—not just hitting a number.
• Deep understanding of NRR drivers, churn dynamics, expansion velocity, and lifetime value optimization.
• Experience leveraging AI-powered revenue tools (account scoring, predictive churn models, pipeline analytics, conversation intelligence).
• Proficiency in Salesforce and sales analytics platforms; comfort operating with board-level visibility.
• Executive presence with C-level and procurement stakeholders and the ability to drive change and cross-functional alignment.
• Bachelor's degree, MBA is a plus.

Benefits

• Comprehensive and competitive benefits packages globally, designed to support our team’s health, well-being, and financial security.