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.