Director, Expansion Sales

Role Summary 

We are building a world-class expansion engine designed to maximize customer lifetime value at scale. As Director, Expansion Sales, you are the architect and operator of our post-sale revenue strategy across a portfolio of 1,000+ accounts spanning SMB, Mid-Market, and Enterprise. 

You own net revenue retention — not just as a metric, but as a system. You design the segmentation strategy, resource allocation model, engagement architecture, and data infrastructure that turns customer value into durable, compounding revenue. At the same time, you are a hands-on leader who thrives in a fast-paced, customer-centric environment, motivating a team of Client Executives to exceed expectations and deliver meaningful results. 

This is a strategic leadership role in a PE-backed SaaS environment. You will shape how we prioritize accounts, deploy talent, leverage AI, and create repeatable expansion plays that scale efficiently. If you are ready to make a significant impact at a company transforming the workplace, we want to hear from you.  

What You'll Do: 

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. 

 

What You’ll Bring: 

• Highly performative and disciplined operating rhythm along with the growth mindset and swagger. 

• 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.