Director of FinTech & Expansion Sales

Job Description

Job Description

We are obsessed with the hero's journey at JobNimbus. Every person has a hero's journey. Hermione Granger, James T. Kirk, Frodo Baggins, Anna & Elsa, Nacho Libre, and even YOU! This is our "call to adventure" to come check out JobNimbus. What do you have to lose? You might make a few new friends, learn about a sick new company doing some amazing things, and maybe you'll even land a new job!

Mission

The Director of Expansion Sales empowers contractors to become heroes by helping them get more value from the full JobNimbus platform, including Payments, Financing, Suppliers, and JobNimbus Marketing. You'll lead our team of Expansion Account Executives and Account Managers, each with their own book of business, and own expansion revenue across every product we offer. You'll blend sales leadership, data-driven strategy, and cross-functional partnership to drive adoption, grow Net Revenue Retention, and build an expansion engine that adds more new revenue to JobNimbus than Core Sales. Our vision is simple: every dollar our customers move, moves through us.

What You'll Be Doing

• Manage the expansion revenue target for each of our products, with clear accountability for attach, activation, and volume across Payments, Financing, Suppliers, and JobNimbus Marketing.
• Lead, coach, and develop a team of Expansion AEs and Account Managers, reviewing sales calls weekly and improving conversion at every stage of the funnel.
• Implement our sales methodology, set fair quotas, and design compensation plans that reward top performers and the right sales behaviors while hitting sales efficiency targets.
• Plan for capacity by hiring with enough ramp time to hit bookings targets, running a clear training plan for every rep, and keeping mitigation plans ready.
• Drive account planning so every book of business has a clear strategy for adoption, retention, and growth.
• Partner with New Business Sales, Implementation, Customer Experience, Marketing, and RevOps to ensure smooth handoffs, strong lead flow, and healthy NRR.
• Identify key areas for growth and product improvement, and work with Product to prioritize FinTech capabilities, UX improvements, and feature gaps.
• Build a repeatable model for launching future products successfully through the sales org.

What Makes You the Hero for This Job

• 7+ years in B2B SaaS sales, including 3+ years managing quota-carrying teams of AEs and/or Account Managers.
• Proven track record of hitting expansion, upsell, or cross-sell targets in a multi-product environment.
• Experience setting quotas, designing comp plans, and building sales capacity plans.
• Strong account planning skills and experience leading teams that manage a book of business.
• Data-driven, with comfort in dashboards, pipeline metrics, and funnel analysis.
• Excellent relationship and stakeholder management, with the ability to communicate and influence across functions.
• Strong time management and prioritization in a fast-paced environment.
• Bonus: experience with FinTech products (payments, financing, embedded finance) or selling to SMB and home services businesses.

Superpowers

Extreme Ownership. You own the expansion number, product by product, and you don't wait for someone else to fix a problem. If attach rates dip or a rep is struggling, you're the first to notice, dig in, and adjust the plan.

Urgency. You move fast and bring your team with you. You know that every customer who hasn't adopted Payments, Financing, or Suppliers is a missed opportunity to make their business better, so you act quickly, test, and iterate.

Data-Driven Decision-Making. You let the numbers guide you. From TAM analysis to pipeline health to non-usage reasons, you use data to spot where the biggest opportunities are and to hold yourself and your team accountable.

Talent Development. You're a coach first. You hire great people, give them a clear path to ramp and succeed, and build a competitive, merit-based culture where top performers are celebrated and everyone wants to break the next record.

Team Commitment. Great expansion is a team sport. You collaborate closely across Sales, Implementation, Customer Experience, Marketing, and Product, following the Bowtie Model, so every stage of the customer journey drives adoption, retention, and growth.

Mentor

Matt Nelson - Specialist in hiring amazing people, lover of music, Connect Four, ping pong, tennis, pickleball, photography, celebrating birthdays, the Red Sox, and recruiting.