Sr. Manager, Expansion Sales

Job Description

IPQS is a trusted platform to combat fraud in all its forms, using cyberthreat intelligence, IP and device fingerprinting, and email and phone validation. We are transforming the efficacy of fraud prevention, account security, and digital marketing through our obsession with accurate and timely data from proprietary sources. Thousands of companies, including many Fortune 500 businesses, rely on IPQS for risk mitigation, enhanced deliverability, and reduced abuse.

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IPQS is seeking a Senior Manager of Expansion Sales to join our fast-growing team to help IPQS renew and expand our client base for our fraud prevention tools. In this role, the Senior Manager, will focus on collaborating with leaders across Sales, Product and other teams to ensure our clients renew and expand.

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Responsibilities:

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• Directly manage a team of Account Managers and Customer Success Managers
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• Own all aspects of the team and team members’ success including; Achieving assigned net revenue retention, sales expansion, and cross sell/upsell targets.
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• Own Recruitment, Hiring, Training & Development and on-going coaching and career development of the team.
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• Ensure consistency of best practices across the entire team, operationally and via the sales process
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• Utilize Salesforce to manage all aspects of the teams’ activities, opportunity discovery, opportunity management and accurate forecasting
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• Work closely with other Sales, Customer and Marketing leadership to facilitate frequent and open communications regarding the performance of the team and explore ways to improve all related processes
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• Develop and maintain a deep level of understanding of the problems our clients face and how IPQS helps solve these challenges
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• Work effectively in a team environment
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• Conduct weekly 1:1 meetings with team members to review performance, listen to calls, provide coaching and direction on ways to improve and succeed
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• Lead weekly team meetings to build momentum and motivation amongst the team and share pertinent information on progress toward team goals
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• Active engagement in sales cycles.
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• IMPORTANT NOTE: This is a “hands on” sales management role
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Requirements:

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• 5+ years of sales people management experience in a startup SaaS environment
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• 3+ years of experience with renewals, cross sell and upsell
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• Demonstrated experience with Customer Success and Account Management
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• Experience with the fraud prevention industry, competitors, and tools
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• Prior experience as an individual contributor in a sales role within a SaaS environment
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• High level of professionalism and work ethic
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• Ability to utilize Salesforce and activity metrics to discern team performance and rapidly discover areas for improvement, and implement plans to effect those improvements
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• Effective coaching and counseling others
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• Able to work in a fast-paced environment and handle multiple client engagements
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• Highly energetic, positive and enthusiastic team player with strong interpersonal skills and collaborative orientation
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• Tenacious and committed to exceeding targets
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Pay and Benefits:

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• Salary Range: $120,000-$200,000 base plus variable compensation depending on experience
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• Flexible schedule and Flexible Time Off
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• This role is for U.S. residents only
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• Employees receive access to Medical, Dental, Vision and Life Insurance and 401k benefits
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We offer competitive salary, flexible working hours, and a great work-life balance. If you are a highly motivated individual with a passion for anti-fraud software, we would love to hear from you.

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No agencies, please!