Expansion Identification & Targeting
- Identify long-tail customers with high expansion potential using product usage data, engagement trends, firmographic signals, and ICP alignment
- Continuously refine targeting criteria to prioritize highest-upside accounts
- Assess buying signals, intent indicators, and upsell readiness
- Partner with Customer Success, Marketing, and Product to validate opportunities while maintaining ownership of outbound execution
Outbound Engagement & Pipeline Generation
- Build and manage an expansion pipeline primarily sourced through proactive outbound efforts
- Execute high-volume, targeted outreach across email, calls, LinkedIn, webinars, events, and in-product triggers
- Run personalized, multi-touch sequences to initiate commercial growth conversations
- Conduct proactive discovery to uncover expansion needs and new use cases
Account Growth & Commercial Ownership
- Own expansion opportunities end-to-end, from initial outreach through close
- Carry and deliver Expansion MRR targets
- Lead value-based commercial conversations focused on upsell and tier expansion
- Position additional features, products, and higher service levels effectively
- Accurately forecast expansion revenue on a consistent basis
Process, Reporting & Scalable Growth
- Track and optimize outbound expansion performance
- Report on activity metrics, pipeline creation, conversion rates, and deal velocity
- Document learnings and contribute to scalable, repeatable playbooks
- Help build a structured outbound growth engine within the Customer Success function