Responsibilities
- Lead efforts to grow revenue through cross-selling, upselling, and renewals across all business divisions
- Design and implement a unified expansion strategy spanning multiple sectors and product offerings
- Pinpoint and focus on the highest-potential growth areas within the current customer portfolio
- Coordinate go-to-market teams across units to execute aligned account expansion plans
- Eliminate organizational barriers and create standardized methods for uncovering expansion potential
- Establish clear roles, responsibilities, and teamwork expectations across departments
- Supervise renewal planning and execution to boost retention and minimize customer attrition
- Increase product adoption, user engagement, and long-term customer value
- Create stage-specific playbooks that guide expansion at critical customer journey points
- Manage the expansion pipeline and deliver accurate revenue forecasts across products and units
- Define and monitor key performance metrics such as net revenue retention, expansion ARR, and renewal success rates
- Enhance conversion efficiency using structured workflows, training, and performance tracking
- Collaborate with Product and Pricing teams to optimize product bundles and pricing models that support growth
- Spot limitations in the product portfolio that hinder cross-selling and inform product development priorities
- Ensure teams have access to customer usage data and expansion signals across systems
- Use data analytics to uncover opportunities and refine targeting and timing strategies
- Align CRM systems and sales tools to support selling across multiple products and business units
- Build and lead a dedicated expansion team, including account management and renewal roles
- Set job roles, incentives, and pay structures that support expansion objectives
- Promote a culture centered on accountability, teamwork, and customer-focused growth
