Expansion Sales Manager

This is a fully remote position, open to applicants in California, +3 more states.

📋 Description

• Take ownership of the revenue expansion target and sales quota for a designated portfolio of existing DomainTools clients.

• Identify, cultivate, and finalize expansion opportunities involving product enhancements, increased usage, new use cases, additional departments, business units, and wider enterprise implementations.

• Create and implement strategic account plans.

• Oversee the entire expansion sales process from prospecting and discovery through to qualification, business case development, negotiation, and closing.

• Generate and sustain pipeline coverage while achieving assigned sales goals and KPIs.

• Establish trusted advisor relationships with executives, technical leaders, procurement teams, and key business decision-makers.

• Comprehend customers’ cybersecurity environments, priorities, business drivers, technical needs, and purchasing processes.

• Articulate the business and technical benefits of DomainTools solutions.

• Conduct discovery sessions and formulate compelling ROI-driven business cases.

• Maintain customer engagement through quarterly business reviews, roadmap discussions, feature updates, consumption reviews, and strategic account planning.

• Track customer adoption, usage, satisfaction, and overall account health.

• Collaborate with Customer Success, Account Management, Renewal Sales, Sales Engineering, Marketing, Partner Alliances, Product, Sales Operations, and executive leadership.

• Implement thorough pipeline management, opportunity qualification, forecasting, and CRM data maintenance in Salesforce, Gainsight, and other designated platforms.

• Provide accurate forecasts while communicating risks, competitive changes, and factors influencing expansion revenue.

• Represent DomainTools at customer meetings, industry events, trade shows, and company functions as needed.

⛳️ Requirements

• A minimum of 5 years of experience in enterprise SaaS sales or strategic account management.

• Demonstrated history of surpassing quotas and closing six-figure expansion deals within Global/Fortune 100 companies.

• Extensive knowledge of the cybersecurity landscape, including Threat Intelligence, DNS, or Internet infrastructure.

• Expert application of consultative sales methodologies such as MEDDPICC, Command of the Message, or Challenger.

• Outstanding communication and negotiation abilities.

• Capacity to build trusted relationships and influence C-level executives and technical stakeholders across various departments.

• Strong analytical skills for territory planning, pipeline management, and forecasting.

• Proficient in using Salesforce and Gainsight.

• Ability to coordinate cross-functional teams and work independently in a fast-paced, high-growth setting.

• Willingness to travel for customer interactions.

• Convenient access to Seattle, Southern California, Chicago, or Boston airports.

🏝️ Benefits

• Fully covered medical, dental, and vision insurance premiums.

• 401k retirement plan with company matching contributions.

• Basic life insurance coverage.

• Flexible paid time off (PTO).

• Additional well-being benefits.

• An equal opportunity employer dedicated to diversity, equity, and inclusion.