Director of Expansion Sales

Expansion Strategy & Layer-Cake Model:

• Design and operationalize a layer-cake expansion strategy.
• Define segmentation, triggers, and handoffs between product, CS, and sales.
• Build playbooks for upsell, cross-sell, add-ons, and usage expansion.

Revenue & Performance Ownership:

• 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.

Team Leadership & Development:

• 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.