Director, Sales Expansion

🕒 September 22

🌐 United States, Canada – Remote

🇺🇸 United States – Remote 🇨🇦 Canada – Remote

💵 $160k - $200k / year

⏰ Full Time

🔴 Lead

🤑 Sales

👻 Ghost score 12%

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Juniper Square

WebsiteLinkedInAll Job Openings

201 - 500 employees

💸 Finance

🏠 Real Estate

☁️ SaaS

💰 $75M Series C on 2019-11

Finance • Real Estate • SaaS

Juniper Square is a company that provides a comprehensive platform and solutions tailored for private investment partnerships. Founded in 2014, the company focuses on enabling seamless connection and communication between General Partners (GPs) and Limited Partners (LPs) throughout the entire investment lifecycle. Juniper Square's technology is purpose-built to support commercial real estate, private equity, and venture capital firms of all sizes. The platform offers services such as fund administration, fundraising, investor management, compliance, and investor reporting, all aimed at enhancing transparency, data governance, and the overall investor experience.

📋 Description

• Own and deliver an expansion ARR quota as a working seller • Run deals in assigned accounts from day one • Build and own the installed-base pipeline • Assess sellable opportunities and create prioritized account plans • Build and maintain wallet-share and whitespace analysis in Salesforce • Set qualification standards and create repeatable product plays • Operationalize lead flow from Fund Administration and Customer Success signals • Define and drive adoption-first selling and paid expansion • Size the Powered Admin Services market and identify target fund administrators • Lead buyer conversations and initial Powered Admin Services deals • Define packaging and support boundaries for white-label arrangements with Product and Fund Administration • Recommend whether and when a dedicated Powered Admin Services seller is needed • Partner with the existing seller, hire and ramp additional team members as justified • Own ramp plans, pipeline reviews, MEDDPICC-based deal coaching, and territory splits • Establish operating cadence with Customer Success, Fund Administration, and asset-class sales leaders • Enforce account-ownership rules and AE-to-expansion handoffs • Provide Marketing with segments and signals for expansion campaigns • Own the expansion dashboard and report pipeline, ARR, attach rates, time-to-first-expansion, and adoption-to-paid conversion • Bring quarterly model corrections and recommendations to sales leadership • Build AI-enabled whitespace scoring, account-plan generation, and signal detection • Redesign workflows to reduce manual workload

🎯 Requirements

• 8+ years in SaaS or fintech revenue roles • Meaningful experience in expansion or installed-base selling • Track record of carrying and hitting a quota • Experience building a land-and-expand or installed-base motion, ideally more than once • Experience with usage-based lead scoring, adoption-first selling, and cross-functional selling through Customer Success and services teams • People-leadership experience, including building a small team from zero • Willingness to stay hands-on in deals • Player-coach operating style • Comfortable operating in ambiguity • Fluent in Salesforce and able to define requirements for RevOps and data tooling • Demonstrated use of AI to create real efficiency in a revenue organization • Strong plus: experience selling technology to fund administrators or from inside a company that does • Strong plus: private markets experience or selling financial technology at scale into institutional buyers • Strong plus: experience selling alongside a services organization • Strong plus: experience standing up a white-label, OEM, or powered-by partnership motion

🏖️ Benefits

• Health, dental, and vision care for you and your family • Life insurance • Mental wellness coverage • Fertility and growing family support • Flex Time Off in addition to company-paid holidays • Paid family leave, medical leave, and bereavement leave policies • Retirement saving plans • Allowance to customize your work and technology setup at home • Annual professional development stipend • Commission • Equity • Flexible work arrangements, ranging from fully remote to working in a physical office

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