VP, Expansion

Key Responsibilities

• Expansion Strategy & Revenue Ownership
• Own and drive cross-sell, upsell, and renewal revenue across all Cordance business units
• Develop and execute a portfolio-wide expansion strategy across multiple industries and product lines
• Identify and prioritize high-impact growth opportunities within the existing customer base
• Cross-Business Unit Alignment
• Align go-to-market teams across business units to drive coordinated account strategies
• Break down silos and establish consistent processes for identifying and executing expansion opportunities
• Ensure clear ownership, accountability, and collaboration across teams
• Customer Lifecycle Management
• Oversee renewal strategy and execution to maximize retention and reduce churn
• Improve adoption, engagement, and long-term value realization
• Develop lifecycle-based playbooks to drive expansion at key customer milestones
• Execution & Pipeline Management
• Build and manage expansion pipeline, with accurate forecasting across products and business units
• Establish and track KPIs (net revenue retention, expansion ARR, renewal rates)
• Improve conversion rates through structured processes, enablement, and performance management
• Product & Packaging Alignment
• Partner with Product and Pricing teams to refine packaging, bundling, and pricing strategies that enable expansion
• Identify portfolio gaps or friction points that limit cross-sell and influence roadmap priorities
• Systems & Data Optimization
• Ensure visibility into customer data, usage, and expansion signals across platforms
• Leverage analytics to identify opportunities and improve targeting and timing
• Drive CRM and tooling alignment to support multi-product, multi-BU selling
• Team Leadership & Organizational Design
• Build and lead a high-performing expansion organization (account management, renewals, or hybrid roles)
• Define roles, incentives, and compensation structures aligned to expansion goals
• Foster a culture of accountability, collaboration, and customer-centric growth

Competencies

• Expansion Strategy & Revenue Growth - Drives cross-sell, upsell, and renewal performance across a diverse portfolio
• Multi-Business Unit Leadership - Effectively operates across varied industries, products, and go-to-market models
• Customer Lifecycle Expertise - Understands retention, adoption, and expansion dynamics across different customer types
• Data-Driven Execution - Uses metrics and insights to prioritize opportunities and improve outcomes
• Cross-Functional Influence - Aligns Sales, Product, and Operations across the organization
• Commercial Acumen - Strong understanding of pricing, packaging, and deal structuring across different business models
• Process & Systems Orientation - Builds scalable processes and leverages tools to support growth
• Execution & Accountability - Delivers results with clear ownership and operational rigor
• Builder Mindset / Operational Design - Able to create scalable playbooks, processes, and organizational structure from the ground up in complex or evolving environments

Required Qualifications

Experience

• 10-15+ years of experience in revenue leadership roles (e.g., expansion, account management, customer success, or sales)
• Experience within a software/SaaS environment
• Proven track record of driving net revenue retention through cross-sell, upsell, and renewals
• Experience operating across multiple products, business units, or industries
• Demonstrated success navigating complex organizational structures and aligning diverse stakeholders
• Strong analytical, forecasting, and pipeline management skills
• Experience building and scaling high-performing revenue teams
• Experience designing and implementing scalable playbooks, operating cadences, and cross-functional workflows
• Bachelor's degree required

Preferred Qualifications

• Experience in portfolio or multi-vertical organizations (e.g., private equity-backed or holding company environments)
• Experience aligning product packaging and pricing with expansion strategy across varied offerings
• Familiarity with CRM systems and tools supporting multi-product selling
• MBA or advanced degree

Additional information

Please note that we do not accept unsolicited resumes, work on a Corp-to-Corp basis, or engage with non-vetted external agencies.

EEOC & ADA Statement

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