Manager, Expansion Sales

Extensiv is a visionary technology leader focused on creating the future of omnichannel fulfillment. Through our unrivaled network of more than 2,000 connected 3PLs and a suite of integrated, cloud-native warehouse, order, and inventory management platforms we allow modern merchants and brands to fulfill demand anywhere with superior flexibility and scale without painful platform migrations.

The Role:

We are seeking to hire a result oriented and metric-driven Manager of Expansion Sales. This individual will have proven experience building, scaling, optimizing, and maintaining high-performing Expansion AE teams that generate upsell and cross sell revenue into the existing customer base.

We are dedicated as a team to building a scalable supply chain and logistics platform that benefits our customers, their markets, and customers whom they serve. We partner with top-performing warehouses, fulfillment centers, and sales channels to assist our customers in managing their inventory and supply. We employ our leading best practice workflows and our software to help our customers optimize and improve their operations.

Our customers employ our platform to manage arriving-in or shipping-out inventory. We automate and streamline routine and remedial business tasks. We deliver deep integrations to shopping carts and third-party providers. We capture billing points throughout the fulfillment process while delivering visibility and inventory validation internally and to their partnered customers.

This role represents a key position on our Sales leadership team. It reports to our Sr. Vice President of Sales. This role is also an active member of our broader Revenue team. This opportunity speaks to an individual who has established and executed a sales playbook spanning across SMB to Enterprise. It requires a person who has a proven track record of building and supporting sales teams and their associated products across the enterprise. This is an on-hand position with AEs located in our El Segundo (Silicon Beach) California and remotely across the US.

We are seeking a candidate who has a deep understanding of sales methodology, pipeline management, and a person who has partnered successfully with Marketing to optimize leads that maximize contribution within our allocated spending. We are a fast-growing organization where everyone rolls up their sleeves to achieve the ambitious and attainable targets that we are assigned. We thrive on Transparency, Trust, Commitment, and Change (Our T's & C's). This role requires a leader who possesses the intelligence, experience, and passion to be a force of good in our market, company, and within our teams.

What You Will Do:

• Align to our company T's & C's to build sustainable Expansion Sales team comprised of AEs who are inspired to achieve assigned targets in a culture that rewards collaboration, high achievement, and continuous professional growth.
• Enable, equip, educate, inspire, and lead hybrid AEs that support both inbound and outbound prospecting sequences.
• Continue to shape and improve a world-class Sales Team Development organization. You will be responsible to recruit and develop top AE talent who apply leading-edge methodologies and tools for maximum effectiveness. Our optimal candidate is passionately focused on helping AEs improve in their current role and beyond.
• Maintain a daily, weekly, and monthly sales cadence that is maniacally measured in operational metrics, activity metrics, pipeline growth, and revenue contribution.
• Partner with Lifecycle Marketing to hold Expansion contributions to established targets. Work with the broader team to optimize and improve prospect outcomes.
• Serve as an active member of the broader Sales and Revenue Leadership team by building strong, collaborative relationships throughout the Marketing, Sales, Support, Product and Success organizations.
• Consistently assess the needs of our prospective customers by gathering and reporting feedback to improve upon existing solutions and design and iterate sales process and operations.
• Be able to present in a professional manner to team members, other leaders, and the Executive team as required.

What You Bring:

• 5+ years of proven successful experience leading Expansion AE team(s).
• High EQ with the ability to onboard, coach, mentor, guide, and lead best-in-class talent at both the individual and team level to improve performance and to attain assigned targets.
• Possess a work ethic that allows you to maintain a positive and upbeat sales environment where success is rewarded, the effort is improved, and where required remediation is applied.
• High skills in driving process and system improvements while demonstrating the ability to manage complex problem solving and analytical skills.
• Track record of partnering with and helping to develop, manage, and grow successful inbound lead qualification and outbound prospecting strategies.
• Proven ability to apply personal passion to build positive relationships and influence those you serve.
• Deep communication and interpersonal skills; ability to trust deeply and verify results, remediate with patience and kindness, use a firm hand when required with a high level of personable persistence.
• Knowledge of B2B technology sales and marketing process and technologies, particularly Salesforce.com, SalesLoft, Outreach.io and/or HubSpot.
• Understanding the Supply, Logistics, and Commerce markets is not required but helpful
• Myopically metric-based; Passionate for learning and testing new ideas with an Agile approach.
• Strong ability to communicate externally with customers and internally with all levels of our team.
• Resourceful - You go over, under, around, and through obstacles to achieve success.

Bonus Points If You Have:

• Supply chain and logistics experience

About Us:

We look for team players. Authentic people that strive for excellence and aren't afraid to be themselves while they do it - because that's what special teams are made of. If you're ready to make an impact, take on responsibility, and be a part of our team, then apply to join our team. Our promise is to help enable and equip you for long term success, all while being surrounded by good people looking to do amazing work.

We value and understand our employees' needs for a healthy work life balance. In doing so we offer:

• Generous and flexible paid time off plan
• Summer Friday's and Meeting-free Wednesday afternoons
• Paid parental leave policy
• Employee resource groups
• Medical plans from your choice of providers including Kaiser and Cigna
• Employee equity program

To create the highest performing team of professionals, Extensiv focuses on recruiting a dynamic, diverse, and inclusive team that represents our customers and greater communities. To increase diversity, Extensiv's recruiting and hiring efforts focus on attracting individuals that are diverse in thought, experience, age, race, ethnicity, gender identity, sexual orientation, religion or belief, nationality, disability, veteran status, and any other protected status.

Teams at Extensiv are expected to empower, engage, and hold their peers accountable for nurturing an inclusive environment where every individual has an equal opportunity to advance and be fairly compensated for their work.

Extensiv does not accept unsolicited resumes from recruitment agencies or search firms and is not responsible for any fees related to unsolicited resumes.

Extensiv strives to provide competitive market-informed compensation based on a candidate's knowledge, skills, and experience. The base salary range for this position is $110,00 - $130,00, additional variable compensation will be included. Exact compensation may vary based on skills, experience, and location.