Director of Sales, Expansion

The Director of Sales, Expansion is a key leadership role reporting to the VP of Sales. This role focuses on growing revenue from existing clients through upselling, cross-selling, and expansion strategies. You’ll lead a team responsible for strengthening client relationships, identifying opportunities to increase value, and delivering measurable results. Collaboration with Sales, Product, Performance Management, and Marketing will be essential to align strategies, share best practices, and expand Impel’s footprint across current customers.

• Lead and develop a high-performing team focused on expansion revenue and client growth.

• Develop and implement strategies for upselling and cross-selling within existing client accounts to exceed revenue targets.

• Build strong, lasting relationships with key client stakeholders to identify and capture expansion opportunities.

• Collaborate with Product, Performance Management, and Marketing teams to ensure clients receive maximum value.

• Continuously evaluate sales tactics, strategies, and messaging to optimize team performance.

• Maintain team accountability with clear performance expectations, pipeline management, and accurate forecasting.

• Coach, mentor, and develop team members to grow their skills and impact.

• 3+ years’ experience selling software with a proven track record of optimizing sales.

• 3 years of prior leadership experience managing sales teams with software, ideally SaaS-based organizations.

• Automotive experience a huge plus!

• Strong verbal and written skills, and a willingness to travel 40% or as needed.

• Deep experience building and scaling sales teams, preferably within SaaS across large and small customers in a fast-paced environment

• Experience with managing all aspects of the sales lifecycle

• Experience selling a category creating product in a hyper-growth environment

• Enthusiastic and positive leader with a proven track record in building and motivating teams

• Experience with building high performance tam in a hyper-growth SaaS Company

• Hands on experience in sales process design and iteration

• You are a relentless leader in your pursuit for excellence

• While you come with an abundance of experience, you look for constructive feedback with our partner ecosystem and employees of all skill levels

• Maintains confidentiality of work-related issues, records, and company information.

• Demonstrates a commitment to Diversity, Equity, and inclusion by treating everyone with respect and dignity, ensuring all voices are heard and advocating change.