Director, Expansion Sales

Summary

Join Benevity, a B Corporation committed to social impact, as a sales leader overseeing the entire customer renewal lifecycle. You will maximize revenue through renewals, cross-selling, and upselling, while fostering strong cross-functional relationships to accelerate client growth. This role requires leading and mentoring a high-performing sales team, achieving revenue targets, and collaborating with various departments. Success in this position demands proven experience in enterprise B2B software sales, expertise in pipeline management, and exceptional communication skills. Benevity offers a purpose-driven work environment with opportunities for growth and a commitment to diversity, equity, inclusion, and belonging.

Requirements

• 6+ years of experience in sales with increasing responsibilities, including pre-existing relationships with large corporations that drive success
• Expertise in forecast discipline, pipeline management, and opportunity strategies like MEDDIC, with a proven record of negotiating and closing deals to exceed quotas (consistent Presidents’ Club Achievement is a bonus)
• Strong background in active solicitation and sales process management with corporations and foundations, tailoring win strategies to meet the unique needs of each opportunity
• Exceptional storytelling and presentation skills, connecting technology to broader visions and goals, supported by excellent writing, editing, and proofreading abilities to create compelling materials
• Ability to manage a pipeline of 20+ high-priority opportunities, seeking out and building new organizational relationships for ongoing development
• Passion for driving social impact by empowering organizations and non-profits to create change through engagement with technology, including expertise in technology demonstrations and storytelling tools
• Commitment to collaboration, embracing accountability, and working cross-functionally to align with organizational goals and deliver results
• Flexibility and innovation to adapt to a fast-paced, growth-oriented environment with limited structure, while maintaining a true desire to win and create meaningful change
• High internal motivation, self-starter mindset, and an ability to inspire others through confidence, humility, humor, and passion

Responsibilities

• Accurately forecast quarterly and annual revenue for your region, ensuring targets are met and deadlines are achieved
• Lead sales activities, set clear expectations, mentor team members, and hold them accountable for building pipelines and executing the sales cycle
• Monitor pipeline health, identify cross-sell and upsell opportunities, and implement strategies to maximize client retention and Gross Recurring Revenue (GRR)
• Coach the team to uncover opportunities, build strong client relationships, create Raving Fans of Benevity (RFOBs), and showcase the differentiated value of Benevity’s solutions
• Guide team members in developing executive-level relationships and presenting Benevity’s value proposition to drive strategic decisions
• Recruit, onboard, and retain a high-performing, inclusive sales team that exceeds expectations
• Inspire and empower your team, pairing revenue objectives with appropriate growth initiatives while fostering a supportive environment
• Provide guidance to negotiate and close deals, ensuring renewal goals, individual quotas, and company objectives are achieved
• Train new hires on sales processes, set clear expectations, and provide continuous support for their success
• Consistently achieve revenue targets and contribute to quarterly and annual company objectives
• Collaborate with cross-functional teams, including Sales Engineering, Client Services, Product, Legal, and Marketing, to deliver an exceptional client experience
• Utilize tools like Salesforce, Outreach, Gong, LinkedIn Sales Navigator, and Zoom to optimize team performance and drive results

Preferred Qualifications

Consistent Presidents’ Club Achievement

Benefits

• Innovative work
• Growth opportunities
• Caring co-workers
• A chance to do work that fills us with a sense of purpose
• For those who live within a reasonable commuting distance to an office, we can split our time working in the office and from home to optimize the opportunities of both, with the requirement that we spend at least 50% of the time in the office