Expansion Sales Manager

🔥 0 minutes ago

🏄 California, Illinois, +2 more states – Remote

🏄 California – Remote 🌽 Illinois – Remote 🍂 Massachusetts – Remote ☕ Washington – Remote

💵 $130k - $150k / year

⏰ Full Time

🟡 Mid-level

🟠 Senior

🤑 Sales

👻 Ghost score 0%

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DomainTools

WebsiteLinkedInAll Job Openings

51 - 200 employees

Founded 2000

💼 Consulting

🏥 Healthcare

📦 Logistics

Consulting • Healthcare • Logistics

DomainTools is a leading provider of domain name and DNS-based cyber threat intelligence solutions. It offers a range of products including the Iris Intelligence Platform for mapping connected infrastructure to get ahead of threats, Iris Detect for monitoring lookalike domains, and Iris Enrich for integrating DomainTools data with SIEM, SOAR, and other tools. DomainTools' Farsight DNSDB is the world's largest passive DNS intelligence solution, providing historical and real-time DNS data. The company is focused on transforming threat data into actionable intelligence to prevent, mitigate, and investigate online attacks. It serves a diverse set of industries, including federal government, financial services, healthcare, technology, and retail, and is a trusted partner for enterprise-level security operations centers (SOCs).

📋 Description

• Own the expansion revenue target and sales quota for an assigned book of existing DomainTools customers • Identify, develop, and close expansion opportunities involving product upgrades, increased consumption, additional use cases, new departments, business units, and broader enterprise deployments • Develop and execute strategic account plans • Manage the complete expansion sales process from prospecting and discovery through qualification, business-case development, negotiation, and close • Generate and maintain pipeline coverage and meet assigned sales targets and KPIs • Build trusted-advisor relationships with executives, technical leaders, procurement teams, and business decision-makers • Understand customers’ cybersecurity environments, priorities, business drivers, technical requirements, and purchasing processes • Communicate the business and technical value of DomainTools solutions • Conduct discovery and build compelling ROI-based business cases • Maintain customer engagement through quarterly business reviews, roadmap discussions, feature updates, consumption reviews, and strategic account planning • Monitor customer adoption, consumption, use cases, satisfaction, and account health • Partner with Customer Success, Account Management, Renewal Sales, Sales Engineering, Marketing, Partner Alliances, Product, Sales Operations, and executive leadership • Maintain rigorous pipeline management, opportunity qualification, forecasting, and CRM data in Salesforce, Gainsight, and other designated systems • Deliver accurate forecasts and communicate risks, competitive developments, and factors affecting expansion revenue • Represent DomainTools at customer meetings, industry events, trade shows, and company events as required

🎯 Requirements

• 5+ years of enterprise SaaS sales or strategic account management experience • Proven track record of exceeding quotas and closing six-figure expansion deals within Global/Fortune 100 organizations • Deep knowledge of the cybersecurity landscape, including Threat Intelligence, DNS, or Internet infrastructure • Expert application of consultative sales frameworks such as MEDDPICC, Command of the Message, or Challenger • Exceptional communication and negotiation skills • Ability to build trusted relationships and influence C-level executives and technical stakeholders across multiple departments • Strong analytical approach to territory planning, pipeline management, and forecasting • Proficiency using Salesforce and Gainsight • Ability to orchestrate cross-functional teams and work autonomously in a fast-paced, high-growth environment • Willingness to travel for customer engagement • Easy access to Seattle, Southern California, Chicago or Boston airports

🏖️ Benefits

• Fully paid medical, dental and vision insurance premiums • 401k retirement plan with company matching • Basic life insurance • Flexible PTO • Additional well-being benefits • Equal opportunity employer committed to diversity, equity and inclusion