Director, Expansion – Powered Admin Services

This is a fully remote position, open to applicants in United States, +1 more country.

📋 Description

• Take ownership of and achieve an expansion ARR target as an active seller.

• Initiate personal deals within assigned accounts from the very first day.

• Develop and manage the installed-base pipeline.

• Evaluate expansion opportunities and formulate prioritized account strategies.

• Construct and uphold wallet-share and whitespace analysis within Salesforce.

• Set qualification criteria and implement repeatable product strategies.

• Streamline lead flow from Fund Administration and Customer Success indicators.

• Define and promote an adoption-first expansion strategy.

• Assess the Powered Admin Services market and pinpoint target fund administrators.

• Facilitate initial conversations and negotiations with partners.

• Collaborate with Product and Fund Administration leadership to define Powered Admin Services packaging, boundaries, and white-label support structure.

• Advise on the timing and necessity of adding a dedicated Powered Admin Services seller.

• Work alongside the existing seller to establish the strategy and recruit additional sellers.

• Oversee ramp plans, conduct pipeline reviews, provide MEDDPICC-based deal coaching, and manage territory assignments.

• Establish operational rhythms with Customer Success, Fund Administration, and sales leaders.

• Uphold account ownership protocols and facilitate AE-to-expansion transitions.

• Collaborate with Marketing to provide segments and indicators for expansion initiatives.

• Manage the expansion dashboard and monitor key performance metrics.

• Present model adjustments and strategic insights to sales leadership on a quarterly basis.

• Develop AI-driven workflows for whitespace scoring, account-plan creation, and signal detection.

• Redesign processes to minimize manual workloads.

⛳️ Requirements

• A minimum of 8 years in revenue roles within SaaS or fintech.

• Significant experience in expansion or installed-base selling.

• Proven history of meeting and exceeding quota targets.

• Experience in developing a land-and-expand or installed-base strategy, preferably multiple times.

• Familiarity with usage-based lead scoring, adoption-first selling, and cross-functional collaboration with Customer Success and services teams.

• Leadership experience, including the ability to build a small team from scratch.

• Willingness to remain actively involved in sales deals.

• A player-coach leadership style.

• Ability to navigate and thrive in ambiguous situations.

• Proficiency in Salesforce as the primary operational platform.

• Capability to define requirements for RevOps and data tools.

• Demonstrated application of AI to enhance efficiency within a revenue organization.

• Strong advantage: experience selling technology to fund administrators or working within a company that does.

• Strong advantage: experience in private markets or selling financial technology at scale to institutional clients.

• Strong advantage: familiarity with selling in conjunction with a services organization.

• Strong advantage: experience establishing a white-label, OEM, or powered-by partnership strategy.

🏝️ Benefits

• Comprehensive health, dental, and vision coverage for you and your family.

• Life insurance benefits.

• Coverage for mental wellness.

• Support for fertility and family growth.

• Flex Time Off in addition to company-paid holidays.

• Paid family leave, medical leave, and bereavement leave policies.

• Retirement savings plans.

• Customizable work and technology setup allowance for your home office.

• Annual stipend for professional development.

• Commission opportunities.

• Equity options.