Sales Director (Expansion, Mid-Market) in London

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.
• Prioritise 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.