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Director, Sales Expansion

Juniper Square · Sales
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RemoteFull-timePosted 3w ago

About the role

Director-level role responsible for leading the expansion motion across Juniper Square’s installed base and building/operating Powered Admin Services channel, reporting to the Head of Sales. Focuses on cross-selling, pipeline ownership, and creating repeatable, AI-enabled expansion processes.

Responsibilities

  • Own and deliver an expansion ARR quota as a working seller, not solely through a team. Run your own deals, in your own accounts, from day one.
  • Build and own the pipeline from the installed base.
  • Assess current opportunities, prioritize account plans, and turn whitespace analysis into actionable plans.
  • Build wallet-share and whitespace programs, categorize targets, and maintain intelligence in Salesforce.
  • Set qualification bars and develop repeatable plays per product.
  • Operationalize lead flow from the installed base (signals from Fund Administration and Customer Success).
  • Define adoption-first play: drive usage and training on existing technology with paid expansion as follow-on.
  • Scope Powered Admin Services: size market, identify buyers, define offerings, and assess need for a dedicated seller.
  • Build the team: ramp and hire as volume justifies; manage ramp plans and MEDDPICC-based deal coaching.
  • Work the seams: establish operating cadence with cross-functional teams; enforce account-ownership rules.
  • Report and refine: own expansion dashboard and provide quarterly model corrections to leadership.
  • Use AI as core infrastructure: embed AI into whitespace scoring, account planning, and signal detection; redesign work processes.

Qualifications

  • 8+ years in SaaS or fintech revenue roles with expansion or installed-base selling and a track record of carrying a quota
  • Experience building land-and-expand or installed-base motions; familiarity with usage-based lead scoring and cross-functional selling
  • People-leadership experience, including building a team from zero, while remaining hands-on in deals
  • Player-coach operating style (roughly 10% strategy, 90% execution); active account involvement
  • Comfort with ambiguity; ability to run two motions with evolving rules
  • Fluent in Salesforce and able to define RevOps/data tooling requirements
  • Demonstrated use of AI to create efficiency in revenue organizations (workflow redesign)
  • Strong plus: experience selling to fund administrators or in private markets; exposure to white-label or powered-by partnerships; experience with services-enabled selling

Skills

Nice to have:Expansion selling

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 work/tech setup at home
  • Annual professional development stipend
Last updated Oct 1, 2026. Interested? Apply on the company site.
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About Juniper Square

Connected software and fund administration services | Juniper Square

Over 2,100 GPs across private equity, venture capital, and commercial real estate trust Juniper Square’s connected fund software and services to raise capital more efficiently, reduce operational risk, and deliver a world-class LP experience.

softwarefund administrationprivate marketscapital marketsreal estateventure capitalprivate equity
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