VP, Expansion

Accountabilities:

• As VP, Expansion, you will own the portfolio-wide expansion strategy and ensure teams are aligned around measurable customer and revenue outcomes. Key responsibilities include:

  • Own and drive cross-sell, upsell, and renewal revenue across multiple business units and product lines.
  • Develop and execute a unified expansion strategy that maximizes customer lifetime value and net revenue retention.
  • Identify, prioritize, and pursue high-impact opportunities within the existing customer base.
  • Align go-to-market teams around coordinated account strategies, clear ownership, and consistent expansion processes.
  • Break down organizational silos and establish scalable workflows for identifying and executing growth opportunities.
  • Oversee renewal strategies to improve retention, reduce churn, and increase long-term customer value.
  • Develop lifecycle-based playbooks that encourage adoption, engagement, and expansion at key customer milestones.
  • Build and manage the expansion pipeline, ensuring accurate forecasting across products and business units.
  • Establish and monitor key performance indicators such as net revenue retention, expansion ARR, renewal rates, and conversion rates.
  • Partner with Product and Pricing teams on packaging, bundling, and pricing strategies that support expansion.
  • Identify product or portfolio gaps that create barriers to cross-selling and help influence roadmap priorities.
  • Improve visibility into customer data, product usage, and expansion signals through analytics and CRM optimization.
  • Drive alignment of systems and tooling to support multi-product and multi-business-unit selling.
  • Build and lead a high-performing expansion organization across account management, renewals, or hybrid roles.
  • Define roles, incentives, compensation structures, and operating processes aligned with expansion goals.
  • Foster a culture of accountability, collaboration, customer-centricity, and measurable commercial performance.

  Requirements:

  The ideal candidate is an experienced revenue leader with a strong SaaS background and a proven ability to build scalable expansion strategies across complex organizations. You should combine commercial judgment with analytical rigor, operational discipline, and strong cross-functional leadership.

  • 10–15+ years of experience in revenue leadership roles such as expansion, account management, customer success, or sales.
  • Significant experience working within a software or SaaS environment.
  • Proven track record of improving net revenue retention through cross-sell, upsell, and renewal strategies.
  • Experience operating across multiple products, business units, industries, or go-to-market models.
  • Demonstrated success navigating complex organizational structures and aligning diverse stakeholders.
  • Strong analytical, forecasting, pipeline management, and performance measurement skills.
  • Experience building and scaling high-performing revenue or customer-facing teams.
  • Proven ability to design and implement scalable playbooks, operating cadences, and cross-functional workflows.
  • Bachelor’s degree required.
  • Experience in portfolio, multi-vertical, private equity-backed, or holding company environments is preferred.
  • Experience aligning product packaging and pricing strategies with expansion objectives is preferred.
  • Familiarity with CRM platforms and tools supporting multi-product selling.
  • MBA or other advanced degree is a plus.
  • Strong commercial acumen and understanding of pricing, packaging, and deal structures across different business models.
  • Data-driven approach to prioritizing opportunities, improving targeting, and measuring outcomes.
  • Strong cross-functional influence with the ability to align Sales, Product, and Operations teams.
  • Builder mindset with the ability to create scalable processes, playbooks, and organizational structures from the ground up.
  • Strong execution and accountability, with a track record of delivering measurable results in complex or evolving environments.

  Benefits:

  • Comprehensive health coverage beginning on the first day of employment.
  • 401(k) plan with employer matching: 1:1 on the first 3% of contributions and 0.5:1 on the next 2%, for up to a 4% employer match when contributing 5%.
  • Pre-tax and Roth retirement contribution options.
  • Immediate vesting of employer retirement contributions, with eligibility beginning the first month after 90 days.
  • Flexible, uncapped paid time off.
  • 12 weeks of paid parental leave for all employees.
  • Monthly remote-work stipend of $75 USD for phone and internet expenses.
  • Generous paid holiday schedule.
  • Flexible remote work environment.
  • Comprehensive benefits designed to support health, financial wellbeing, and work-life balance.
  • Final candidates must be able to pass a background check.