Sales Director (Expansion, Mid-Market)

Requirements

• This role requires a leader who can build a high performing expansion engine—one that is insight driven, customer centric, and commercially disciplined
• The ideal candidate is a strategic, consultative sales leader who thrives in multi threaded environments, understands how to drive value realisation, and can coach teams to uncover and convert expansion opportunities while protecting long term customer trust
• Proven success leading B2B expansion, account management, or customer growth teams, with a track record of driving upsell, cross sell, and renewals
• Experience managing and growing mid market customer portfolios (≤ $1B revenue) with complex stakeholder dynamics
• Deep expertise in consultative selling, value articulation, and uncovering new opportunities within existing accounts
• Demonstrated ability to coach teams to multi thread, build alignment, and maintain momentum in complex environments
• Strong commercial acumen with strength in negotiation, pricing integrity, and business case development
• Highly disciplined in account planning, pipeline management, and forecasting
• Ability to use data, adoption insights, and customer outcomes to guide strategy and identify expansion opportunities
• Strong communication and executive level presentation skills
• Working knowledge of cybersecurity, SaaS, or technical solutions, with the ability to guide AEs in positioning offerings within a customer’s broader environment
• Proven success operating cross functionally with Customer Success, Product, and technical teams
• Resilient, adaptable, and able to balance growth, retention, and customer trust in fast moving environments

What the job involves

• As the Sales Director for Expansion, you will lead, develop, and scale a team of Expansion Account Executives responsible for driving growth, adoption, and long term value within our existing mid market customer base (organisations typically under $1B in revenue)
• Your team will own upsell, cross sell, and renewal motions, ensuring customers expand successfully while maintaining strong retention and account health
• You will guide your team in identifying whitespace, deepening relationships, and aligning stakeholders around why to expand and why now
• You will also ensure operational rigor across account planning, forecasting, and portfolio management
• Lead, coach, and develop a team of Expansion Account Executives focused on driving growth within existing accounts
• Set clear expectations around account planning, expansion pipeline creation, renewal execution, and quota attainment
• Conduct regular 1:1s, account reviews, and forecast inspections to ensure disciplined execution
• Build a culture of customer value, commercial rigor, and proactive growth
• Own the expansion strategy for the mid market segment, ensuring alignment to company growth goals
• Ensure AEs build and execute robust account plans including whitespace, adoption, stakeholder mapping, and risk mitigation
• Monitor portfolio performance and intervene early to remove blockers or accelerate growth opportunities
• Drive a balanced approach across upsell, cross sell, and renewals
• Ensure AEs execute a full cycle expansion motion—from opportunity identification through close and renewal
• Coach the team on consultative discovery, value articulation, and multi threading across stakeholders
• Reinforce strong pricing integrity, negotiation discipline, and commercial judgment
• Improve expansion win rates by refining messaging, business case development, and competitive positioning
• Hold the team accountable for maintaining a healthy pipeline of expansion and renewal opportunities
• Drive accurate, data driven forecasting across the portfolio
• Ensure strong CRM hygiene, account documentation, and activity management
• Prioritize accounts and opportunities based on impact, risk, and strategic value
• Support AEs in building trusted relationships with existing stakeholders and expanding influence across the buying group
• Guide the team in translating adoption, usage data, and customer outcomes into compelling expansion narratives
• Participate in strategic customer meetings, QBRs, and executive conversations to advance key opportunities
• Ensure expansion is positioned as a natural step in the customer’s maturity and risk reduction journey
• Oversee POV strategy and ensure success criteria are tied to measurable customer outcomes
• Help AEs maintain momentum through complex or multi threaded expansion cycles
• Ensure POVs and use case expansions drive urgency, confidence, and commitment
• Remove internal and external obstacles to accelerate deal progression
• Partner closely with Customer Success, Sales Engineering, Renewals, and Product to deliver a seamless customer experience
• Participate in QBRs and internal account reviews to identify risks, adoption gaps, and expansion opportunities
• Ensure alignment across teams to support value realization, adoption, and long term account success
• Provide market and customer insights to Product, Marketing, and CS leadership