Head of Customer Growth

HEAD OF CUSTOMER GROWTH

About Eightfold AI

Eightfold AI is the category-defining Talent Intelligence platform, trusted by some of the largest enterprises in the world to hire, develop, and retain their workforce through AI. We are now leading the next chapter of that transformation - the agentic workforce - and the expansion opportunity inside our installed base is one of the most significant in enterprise software. The Customer Growth function exists to capture it.

The Opportunity

This is a post-sale revenue leadership role. You will own enterprise expansion across Eightfold's installed base - core platform upsell, agentic expansion into existing customers, and TalentForge enterprise services attach. You will build the expansion sales motion, the agentic upsell motion, and the commercial infrastructure that lets us deepen every enterprise relationship we already have. You will report directly to the Chief Growth Officer and dotted line to the Chief Sales Officer.

Mandate

Grow installed-base revenue across enterprise and enterprise mid-market accounts. Drive expansion across the core platform, agentic products, and TalentForge enterprise services. This is a post-sale function - new-logo acquisition sits with the new-business Sales organization.

Scope of Coverage
• Core platform upsell into existing enterprise customers
• Agentic expansion into the installed base - driving standalone agentic uptake within accounts that already own Eightfold
• TalentForge enterprise services attach across the installed base
• Enterprise and enterprise mid-market segments (strategic accounts and new-logo acquisition sit outside this function, directly with Sales)

Key Responsibilities

Own Installed-Base Expansion
• Lead the team of Expansion Customer Account Executives covering Eightfold's enterprise and enterprise mid-market installed base
• Build and operate the expansion playbook - account planning, whitespace mapping, multi-thread engagement, and executive-level value selling into existing logos
• Drive expansion across the full enterprise portfolio: core platform upsell, agentic attach, and TalentForge enterprise services attach
• Partner with Customer Value to convert healthy accounts into expansion pipeline and with Customer Agentic Adoption to convert utilization into upsell signal

Build the Agentic Expansion Motion
• Stand up and lead a dedicated agentic upsell motion focused on expanding agentic footprint within existing Eightfold customers
• Define the ideal expansion profile, the upsell motion, and the path from initial agentic deployment to multi-product agentic expansion inside each account
• Build a repeatable, high-velocity upsell motion with clear segmentation between core platform expansion and agentic expansion within the same account
• Partner with Product Marketing and the broader GTM org to sharpen messaging, positioning, and competitive differentiation for the agentic portfolio in expansion contexts

Lead TalentForge Enterprise Services Attach
• Own enterprise services attach for TalentForge across the installed base
• Build the attach motion, positioning, and packaging that make TalentForge a natural extension of every enterprise customer relationship
• Partner with Product and Marketing to refine ICP, messaging, and competitive positioning as the business scales

Own the Commercial Infrastructure
• Lead contracts, pricing, and security review functions across the expansion and agentic upsell motions
• Build pricing strategy and commercial constructs for agentic products - consumption-based, outcome-based, and hybrid models
• Drive deal velocity by removing commercial and security friction; partner with Legal, Finance, and InfoSec to set SLAs the field can count on
• Establish the forecasting discipline, pipeline hygiene, and revenue operations standards that make this function predictable at the board level

Operate as a Strategic Partner to the CGO and CSO
• Translate customer reality into commercial strategy - pricing moves, packaging decisions, segmentation shifts, partnership opportunities
• Represent the Customer Growth function in board-level conversations on retention, expansion, and agentic revenue trajectory in partnership with Customer Value teams
• Partner with new-business Sales leadership to ensure the new-logo to expansion handoff is clean, fast, and accretive
• Be a credible external voice for Eightfold with customers, partners, and the broader enterprise AI ecosystem

Build and Develop the Team
• Hire, structure, and lead a high-performing team of Expansion Customer AEs, agentic upsell sellers, TalentForge attach sellers, and commercial operations leaders
• Set the talent bar, the comp philosophy, and the culture of the function - a place where top sellers want to do the best work of their careers
• Develop the next generation of leaders inside the function

Required Experience and Qualifications
• 15+ years of enterprise SaaS experience, with at least 5 years leading installed-base, expansion, or post-sale revenue functions at senior leadership scope
• Proven track record of carrying and exceeding multi-product expansion targets across enterprise and enterprise mid-market segments - inside an existing customer base, not new-logo acquisition
• Demonstrated experience building or scaling an installed-base sales motion from zero - ideally for a new product line, new segment, or new expansion vector
• Deep fluency with net revenue retention mechanics, consumption-based pricing, and the operational discipline required to deliver predictable expansion revenue
• Experience selling AI, agentic, automation, or platform products into the C-suite at large enterprise customers
• Track record of leading multi-product expansion motions - core platform, new product lines, and services attach - inside the same coverage model
• Strong commercial instincts - you have built pricing strategies, negotiated complex enterprise contracts, and partnered with Legal and Finance on commercial constructs that scale
• Track record of partnering effectively with Customer Success, Adoption, and Product functions - you do not see post-sale as someone else's problem; you live in it
• Executive presence to operate as a peer to CHROs, CIOs, CFOs, and CEOs of large enterprise customers
• Analytical rigor - you forecast accurately, you reason from pipeline data, and you make your number

What We Believe

We are a team of self-starters who excel in their fields. We believe in giving you responsibility, not just a task. We want you to have ownership and pride in your work and see its positive impact on your colleagues, our customers, and the world. We are committed to providing transparency and support so you can do the best work of your career.

Hybrid Work @ Eightfold: We embrace a hybrid work model that aims to boost collaboration, enhance our culture, and drive innovation through a blend of remote and in-person work. We are committed to creating a dynamic and flexible work environment that nurtures the collaborative spirit of our team.

Eightfold.ai provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, or disability.

Experience our comprehensive benefits with family medical, vision and dental coverage, a competitive base salary, and eligibility for equity awards and discretionary bonuses.