Expansion Sales Representative
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Job Description
Expansion Sales Representative identifying growth opportunities and managing client relationships. Driving revenue growth for eye care diagnostics through upselling and account expansion.
Responsibilities:
- Manage and grow a book of existing accounts to achieve expansion revenue targets
- Identify upsell and cross-sell opportunities through usage data, client feedback, and industry trends
- Develop and execute account growth plans for key customers
- Present tailored solutions via Zoom to physicians, practice managers, and decision-makers
- Drive contract expansions, renewals with upgrades, and multi-location rollouts
- Build strong, long-term relationships with key stakeholders across client organizations
- Conduct regular business reviews (QBRs) to align on goals, performance, and growth opportunities
- Act as a trusted advisor by understanding practice workflows, challenges, and KPIs
- Collaborate with Customer Success to ensure high retention and satisfaction
- Maintain accurate account records and opportunity tracking in CRM (e.g., HubSpot)
- Forecast expansion revenue and provide insights to leadership
- Manage deal cycles from discovery through close within existing accounts
- Consistently follow up and progress opportunities through the pipeline
- Partner with Customer Success, Marketing, and Product teams to identify expansion opportunities
- Provide feedback on product adoption, client needs, and competitive insights
- Support go-to-market strategies for new features or service offerings
Requirements:
- 3+ years of experience in sales, account management, or customer success (SaaS or healthcare preferred)
- Proven track record of meeting or exceeding revenue targets, particularly in upsell/cross-sell roles
- Strong virtual selling skills (Zoom demos, presentations, stakeholder management)
- Excellent verbal and written communication skills
- Experience managing a pipeline and using CRM tools (e.g., HubSpot, Salesforce)
- Ability to analyze account data and identify growth opportunities
- Comfortable working in a fully remote, fast-paced environment
- Experience selling into medical practices, healthcare systems, or health tech platforms, the eyecare industry is a bonus (Preferred)
- Familiarity with SaaS metrics (ARR, MRR, churn, expansion revenue) (Preferred)
- Experience conducting QBRs or strategic account reviews (Preferred)
- Bachelor’s degree in Business, Healthcare Administration, or related field (Preferred)
Benefits:
- Comprehensive benefits package, including health, dental, and vision insurance
- Professional growth and development opportunities
- Competitive compensation package, including base salary and uncapped commission.
- A collaborative and supportive team environment that values innovation and results.
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