Expansion Sales Representative

📋 Description

• Oversee and enhance a portfolio of existing accounts to meet growth revenue objectives.

• Discover upsell and cross-sell prospects by analyzing usage data, gathering client feedback, and monitoring industry trends.

• Create and implement account growth strategies for significant clients.

• Deliver customized solutions through Zoom to physicians, practice managers, and key decision-makers.

• Facilitate contract expansions, upgrades upon renewals, and multi-location implementations.

• Foster strong, enduring relationships with essential stakeholders within client organizations.

• Perform regular business reviews (QBRs) to synchronize on objectives, performance, and avenues for growth.

• Serve as a trusted advisor by comprehending practice workflows, challenges, and key performance indicators (KPIs).

• Collaborate with the Customer Success team to guarantee high retention rates and client satisfaction.

• Keep precise account records and track opportunities in the CRM (e.g., HubSpot).

• Predict expansion revenue and offer insights to leadership.

• Manage deal cycles from the discovery phase to closure within existing accounts.

• Regularly follow up and advance opportunities through the sales pipeline.

• Partner with Customer Success, Marketing, and Product teams to pinpoint expansion opportunities.

• Provide insights on product adoption, client requirements, and competitive landscape.

• Assist in developing go-to-market strategies for new features or services.

⛳️ Requirements

• A minimum of 3 years of experience in sales, account management, or customer success, preferably in SaaS or healthcare.

• Demonstrated history of achieving or surpassing revenue goals, especially in upsell/cross-sell capacities.

• Strong virtual selling abilities, including Zoom demonstrations, presentations, and stakeholder engagement.

• Exceptional verbal and written communication skills.

• Proficiency in managing a pipeline and utilizing CRM tools (e.g., HubSpot, Salesforce).

• Capability to analyze account data and uncover growth opportunities.

• Comfortable working in a fully remote, dynamic environment.

• Experience selling to medical practices, healthcare systems, or health tech platforms; familiarity with the eyecare industry is an advantage (Preferred).

• Understanding of SaaS metrics (ARR, MRR, churn, expansion revenue) (Preferred).

• Experience conducting QBRs or strategic account reviews (Preferred).

• Bachelor’s degree in Business, Healthcare Administration, or a related discipline (Preferred).

🏝️ Benefits

• Comprehensive benefits package, including health, dental, and vision insurance.

• Opportunities for professional growth and development.

• Competitive compensation structure, featuring a base salary and uncapped commission.

• A collaborative and supportive team atmosphere that prioritizes innovation and results.