Director of Cross-Sell & Upsell

This position is posted by Jobgether on behalf of a partner company. We are currently looking for a Director of Cross-Sell & Upsell in United States.

This role sits at the heart of a commercial growth transformation, focused on unlocking expansion revenue from an established and high-value customer base within a fast-moving SaaS environment. The Director of Cross-Sell & Upsell will operate as a “player-coach,” balancing direct ownership of strategic enterprise accounts with the leadership of a small team of Account Managers. This position is designed for a commercially driven leader who thrives on building scalable growth motions while personally engaging in high-impact client relationships. You will shape how cross-sell and upsell strategies are defined, executed, and optimized across key product lines and customer segments. The role requires strong collaboration across Marketing, Client Success, and Partnerships to create a unified and value-driven customer experience. It is ideal for someone who enjoys building from the ground up while directly influencing revenue growth and customer success.

• Lead, coach, and develop a small team of Account Managers, ensuring clear performance expectations, strong pipeline development, and continuous professional growth.
• Personally own and expand relationships across the top 50 strategic accounts, driving end-to-end cross-sell and upsell opportunities.
• Identify and execute expansion opportunities across multiple product lines, including platform features, integrations, and premium solutions.
• Design and implement scalable cross-sell and upsell playbooks that standardize and accelerate revenue growth across the organization.
• Lead high-value quarterly business reviews and client engagement initiatives that strengthen relationships and drive product adoption.
• Collaborate with Partnerships to identify co-sell, integration, and referral opportunities that support mutual growth.
• Partner cross-functionally with Marketing, Client Success, and Product teams to align messaging, segmentation, and commercial strategy.
• Use data and CRM insights to manage pipeline performance, prioritize opportunities, and improve forecasting accuracy.

Requirements:

• 8–12 years of experience in B2B SaaS, with a strong focus on expansion sales, account growth, or strategic account management.
• Proven experience leading and developing high-performing commercial teams while also managing individual revenue responsibilities.
• Strong ability to build scalable sales motions, playbooks, and repeatable revenue-generating processes.
• Experience working in multi-product SaaS environments and navigating complex customer ecosystems.
• Strong analytical skills with hands-on experience using CRM tools (Salesforce preferred) and pipeline management systems.
• Excellent communication and stakeholder management skills, with the ability to engage executive-level client contacts.
• Strong cross-functional collaboration skills across Sales, Marketing, Product, and Customer Success teams.
• Experience in fitness, wellness, or related SaaS industries is a plus but not required.
• Highly structured, commercially driven mindset with strong ownership and execution focus.

Benefits:

• Competitive annual salary range of $155,200 – $190,000 USD.
• Eligibility for performance-based bonuses and commission structures.
• Flexible paid time off through an open PTO policy.
• Quarterly “Days of Disconnect” for global rest and recharge.
• Comprehensive health coverage including medical, dental, and vision insurance.
• Parental and family leave, including support for new parents and pet parents.
• Wellness benefits including fitness reimbursements and mental health support.
• Employee assistance programs and premium wellness app access.
• Remote-first flexibility within the United States.
• Inclusive, values-driven culture focused on growth, collaboration, and belonging.