About the Role
This role focuses on identifying growth opportunities within an established customer base, driving adoption of additional services, and deepening client engagement through consultative outreach and tailored solutions.
Responsibilities
- Identify expansion opportunities within an existing client portfolio
- Conduct regular business reviews with current customers
- Present additional product offerings that align with client needs
- Collaborate with customer success teams to understand client usage patterns
- Develop account plans to guide expansion strategies
- Track and report on expansion metrics and performance goals
- Respond to client inquiries about advanced features and services
- Coordinate with technical teams to resolve service gaps
- Maintain accurate records of customer interactions and sales activities
- Educate clients on new product capabilities and updates
- Negotiate contract expansions and renewals
- Address objections related to pricing or implementation timelines
- Monitor customer satisfaction to inform retention efforts
- Support cross-functional initiatives to improve client onboarding
- Use data to prioritize high-potential accounts
- Ensure compliance with sales policies and procedures
- Participate in training on product and market developments
- Gather client feedback to inform product development
- Maintain up-to-date knowledge of industry trends
- Drive adoption of underutilized features through targeted outreach
- Build trust through consistent, value-driven communication
- Manage a pipeline of expansion opportunities
- Deliver product demonstrations tailored to specific business needs
- Work with finance teams to structure pricing proposals
- Contribute to forecasting and quarterly planning cycles
Compensation
Competitive salary with performance-based incentives
Work Arrangement
Hybrid
Team
Sales team focused on growing existing customer relationships
Why This Role Matters
Clients often start with core services and grow into broader platform use over time. This role ensures they discover value at each stage, increasing satisfaction and long-term retention through proactive engagement and tailored solutions.
Growth Opportunities
Team members have access to ongoing training, mentorship, and clear paths for advancement based on performance and leadership potential within the sales organization.
Onboarding Experience
New hires receive a structured onboarding plan including product immersion, sales methodology training, and shadowing experienced team members to build confidence and competence.
Performance Expectations
Success is measured by revenue growth from existing accounts, expansion deal velocity, and customer satisfaction scores following expansion interactions.
Collaboration Style
Team members regularly partner with customer success, support, and product teams to ensure clients receive cohesive guidance and technical support during expansion cycles.
Technology Stack
Sales activities are supported by a modern CRM, analytics dashboards, email tracking tools, and integrated communication platforms to streamline outreach and reporting.
Client Profile
Clients are primarily small to mid-sized businesses using core services such as payroll and benefits administration, with opportunities to adopt additional financial and HR tools.
Meeting Rhythm
Weekly team check-ins, monthly performance reviews, and quarterly planning sessions help maintain alignment and support continuous improvement.
Diversity and Inclusion
The team values diverse perspectives and fosters an environment where all voices are heard and respected in decision-making and client strategy.
Feedback Culture
Regular feedback is encouraged both ways—managers provide coaching, and team members contribute insights to improve sales processes and client experiences.
Not available
