VP, Expansion

About the role

This position is listed on behalf of a partner company, who manages all applications and next steps. Our partner is looking for a VP, Expansion based in United States. This executive role owns revenue growth across an established portfolio of B2B SaaS businesses operating across multiple industries and product lines. You will lead the strategy for cross-sell, upsell, and renewals, with a strong focus on increasing customer lifetime value and net revenue retention. The role requires navigating different business units, customer segments, products, and go-to-market models while creating a unified expansion approach. You will work closely with Sales, Product, Operations, and other leaders to identify opportunities and translate them into measurable revenue outcomes. The position combines strategic leadership with hands-on operational execution, including pipeline management, forecasting, lifecycle optimization, and systems improvement. You will also build and scale a high-performing expansion organization, establishing the processes, incentives, and operating rhythms needed for sustainable growth. This is an opportunity to shape expansion strategy at portfolio level while creating scalable commercial practices across a complex, evolving environment.

Responsibilities

• Own and drive cross-sell, upsell, and renewal revenue across multiple business units and product lines.
• Develop and execute a unified expansion strategy that maximizes customer lifetime value and net revenue retention.
• Identify, prioritize, and pursue high-impact opportunities within the existing customer base.
• Align go-to-market teams around coordinated account strategies, clear ownership, and consistent expansion processes.
• Break down organizational silos and establish scalable workflows for identifying and executing growth opportunities.
• Oversee renewal strategies to improve retention, reduce churn, and increase long-term customer value.
• Develop lifecycle-based playbooks that encourage adoption, engagement, and expansion at key customer milestones.
• Build and manage the expansion pipeline, ensuring accurate forecasting across products and business units.
• Establish and monitor key performance indicators such as net revenue retention, expansion ARR, renewal rates, and conversion rates.
• Partner with Product and Pricing teams on packaging, bundling, and pricing strategies that support expansion.
• Identify product or portfolio gaps that create barriers to cross-selling and help influence roadmap priorities.
• Improve visibility into customer data, product usage, and expansion signals through analytics and CRM optimization.
• Drive alignment of systems and tooling to support multi-product and multi-business-unit selling.
• Build and lead a high-performing expansion organization across account management, renewals, or hybrid roles.
• Define roles, incentives, compensation structures, and operating processes aligned with expansion goals.
• Foster a culture of accountability, collaboration, customer-centricity, and measurable commercial performance.

Requirements

• 10–15+ years of experience in revenue leadership roles such as expansion, account management, customer success, or sales.
• Significant experience working within a software or SaaS environment.
• Proven track record of improving net revenue retention through cross-sell, upsell, and renewal strategies.
• Experience operating across multiple products, business units, industries, or go-to-market models.
• Demonstrated success navigating complex organizational structures and aligning diverse stakeholders.
• Strong analytical, forecasting, pipeline management, and performance measurement skills.
• Experience building and scaling high-performing revenue or customer-facing teams.
• Proven ability to design and implement scalable playbooks, operating cadences, and cross-functional workflows.
• Bachelor’s degree required.
• Experience in portfolio, multi-vertical, private equity-backed, or holding company environments is preferred.
• Experience aligning product packaging and pricing strategies with expansion objectives is preferred.
• Familiarity with CRM platforms and tools supporting multi-product selling.
• MBA or other advanced degree is a plus.
• Strong commercial acumen and understanding of pricing, packaging, and deal structures across different business models.
• Data-driven approach to prioritizing opportunities, improving targeting, and measuring outcomes.
• Strong cross-functional influence with the ability to align Sales, Product, and Operations teams.
• Builder mindset with the