Director, Expansion Sales

What You’ll Do:

• Directly oversee and drive a team of managers/sales teams focused on expanding, cross sell, upsell and renewals of our existing customer base
• Take this revenue producing department to the next level to match our exponential company growth
• Lead all aspects of the team and team members’ success including: 1) Achieving assigned net revenue retention growth, sales expansion, and cross sell/upsell targets with new and existing products 2) Recruitment/Hiring and Retention 3) Compensation/Recognition planning and execution 4) Training and Development 5) Strong metrics management and business planning execution
• Ensure consistency of best practices across the entire team, operationally and via the sales process
• Utilize SFDC to manage all aspects of the teams’ activities, opportunity discovery, opportunity management and accurate forecasting via SFDC and Clari
• Create a team of transparency and execution by consistently driving and reporting on performance and KPI’s
• Develop and maintain a deep level of understanding of the problems our clients face with effectively closing their books and the way in which FloQast helps solve these challenges
• Pursue and increase knowledge of key competitors to ensure that our value proposition is effectively communicated to customers
• Achieve or exceed monthly and quarterly targets
• Ability to accurately forecast the business and renewal rates on a consistent basis
• On-going coaching and career development with Managers and team members

Other Details and Duties:

• Conduct weekly 1:1 meetings with team members to review performance, listen to calls, provide coaching and direction on ways to improve and succeed
• Conduct weekly team meetings to build momentum and motivation amongst the team and share pertinent information on progress toward team goals 
• Ability to provide an accurate and timely forecast on a weekly basis
• Utilize and maximize use of critical sales technologies
• Set, track and manage team KPIs
• Adopt and coach to Sandler sales methodology
• Provide weekly summary reporting to Sales Executives

What You’ll Bring:

• BA/BS or equivalent experience preferred
• 5+ years of demonstrated successful B2B saas software sales, cross sell, upsell and renewals required
• 4+ years of demonstrated success managing sales managers in the sales, cross sell, renewals environment, with a hands on approach
• Proven track record of building and growing expansion sales from $10M-$100M
• Effective at building Operational efficiencies in renewals and expansion sales
• Strong knowledge of marketing campaigns for growth within the customer base
• Close working collaboration with Sales, CS and Marketing
• FloQast, Close Management Software or Accounting knowledge highly desired
• Experience using a consultative, solution based sales methodology desired
• Excellent written and verbal skills with a proven ability to communicate effectively via telephone and email with customers
• Ability and resilience to work in a fast paced sales environment with a proven history of meeting or exceeding monthly and quarterly targets
• Ability to develop trusted relationships with clients and internal teams- heavy cross collaboration
• Proficiency with Microsoft Office products and online collaboration tools
• Experience with CRM and opportunity management systems, preferably Salesforce.com and Outreach
• High level of Leadership, professionalism and work ethic