DIRECTLY REPORTS TO:

AVP of Customer Success

MAIN AREA OF RESPONSIBILITY:

Whiles sales is more of a hunter role, the Direcor of Sales - Upsell is more a farmer than a hunter. If you love to build and mantain relationships with your customers, have a desire to create more value for them, and have a flair for Sales, this is the right opportunity for you. There will never be a dull day in role at a fast growing B2B SaaS scale up with an expanding product suite. If you are up for the challenge, go through the key duties, responsibilities and KPIs, and send us your application.

 

Key Duties and Responsibilities:

• Strategy Development: Define and implement the upsell strategy and the

  ideal-customer-profile including the identification of upsell opportunities within the

  existing customer base, and following through with GTM(go-to-market) per product.

• Team Leadership: Lead, train, and mentor the Upsell-Sales team. This includes setting

  objectives, reviewing performance, and ensuring continuous skill development.

• Collaboration with Customer Success Managers (CSMs): Work closely with the CSMs to

  identify potential upsell opportunities based on client needs and usage patterns.

• Product Knowledge: Maintain a deep understanding of the company’s product suite to

  effectively communicate benefits and identify upsell opportunities.

• Pipeline Management: Oversee the sales pipeline, ensuring that upsell opportunities are

  properly tracked, followed up, and closed successfully.

• Feedback Loop: Collaborate with product, marketing, and other relevant teams to share

  customer feedback and insights that can shape product development and positioning.

• Pricing & Contracting: Work with finance and legal teams to develop pricing strategies

  and contract modifications for upsell opportunities.

• Reporting & Forecasting: Regularly report upsell activities, forecasts, and results to

  senior leadership.

• Customer Relationships: Build and maintain strong relationships with key customer

  stakeholders, ensuring they see value and are satisfied with their expanded product

  suite.
   

• Key Performance Indicators (KPIs):

  •  Upsell Revenue: The total additional revenue generated from upselling activities.

  • Upsell Conversion Rate: Percentage of upsell opportunities that convert into successful

    deals.

  • Pipeline Growth: Growth in the number or value of upsell opportunities in the pipeline.

  • Sales Cycle Time: Average time taken to close an upsell deal from the time of

    identification.

  •  Customer Satisfaction Post-Upsell: Measure customer satisfaction after the upsell to ensure that they see value in the additional products or services.

  • Team Productivity: Metrics around individual and team performance, such as upsell deals per salesperson.

  • Churn Rate of Upsold Accounts: Monitoring if there's a higher churn rate among customers who have been upsold. This could indicate that they're not seeing enough value in the additional products/services.

    QUALIFICATIONS | COMPETENCIES:

  • Should have at least 8 years of experience in Sales. B2B SaaS sales experience would be a tremendous advantage, and so would be any experience in Customer Success management.

  • Should have at least 4 years experience in leading teams

  • Familiarity with CRM systems (e.g., Salesforce, HubSpot).

  • Understanding of SaaS metrics, sales processes, and contract structures.

  • Proven track record of ability to meet sales targets

  • Demonstrably competent in relationship building, negotiation, strategic thinking,

    communication and customer-centricity.
    
     

Sprout Solutions provides equal Opportunity Employment and Welcomes applications from all sectors of the society. Discrimination on the basis of race, religion, age, nationality, ethnicity, gender, citizenship, civil partnership status, or any other grounds as protected by law.

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