Note: The job is a remote job and is open to candidates in USA. Juniper Square is an Operations Partner for private markets, unifying technology, data, and fund administration services. The Director of Expansion Sales will build and lead the installed-base expansion motion and develop the Powered Admin Services channel. The role combines hands-on selling, team building, cross-functional operating cadence, pipeline and quota ownership, and AI-enabled revenue process design.
Responsibilities
- Own and deliver an expansion ARR quota as a working seller, not solely through a team. Run your own deals, in your own accounts, from day one
- Build and own the pipeline from the installed base rather than waiting for it to be routed to you
- Come in and assess: what's actually there, what's sellable now, and where the real ceiling is. Turn the whitespace analysis into graded, prioritized account plans
- Build the wallet-share and whitespace program — categorize penetration targets, trust-building accounts, and structurally blocked accounts, and keep that intelligence current in Salesforce
- Set the qualification bar and build the plays per product, so the motion is repeatable rather than dependent on individual heroics
- Operationalize lead flow from the installed base: client signals surfaced by Fund Administration and Customer Success (fund launch plans, DDQ cycles, product usage) logged where sellers can act on them
- Define the adoption-first play: drive usage and training on technology clients already own as the door-opener, with paid expansion as the follow-on
- Size the market. How many fund administrators are realistic targets, what do they run today, and what would make them move
- Identify the buyer and the entry point. Run the first conversations and the first deals yourself
- Define what we're actually selling, in partnership with Product and Fund Administration leadership: the packaging, the boundaries, and what we will and won't support in a white-label arrangement
- Bring back an honest recommendation on whether this warrants a dedicated seller, and when
- Partner with the seller already in seat to define the motion together, then hire and ramp behind it as volume justifies
- Own ramp plans, pipeline reviews, and MEDDPICC-based deal coaching. Define the book or territory split between sellers
- Run the volume analysis that justifies the next seat rather than assuming it
- Build a real operating cadence with Customer Success (Enterprise, Mid-Market & Growth), Fund Administration relationship managers, and the asset-class sales leaders whose sellers hold commercial ownership of accounts in their first year
- Enforce clean account-ownership rules: ownership windows, AE-to-expansion handoffs at the end of the window, the competitive-account exception path, and no passive compensation anywhere
- Feed Marketing the segments and signals that expansion campaigns need: DDQ plays, K-1 season plays, fund-launch triggers
- Own the expansion dashboard: pipeline created from the installed base, expansion ARR closed, attach rates by product, time-to-first-expansion, and adoption-to-paid conversion
- Bring model corrections to sales leadership quarterly — which routing rules are wrong, where the rules of engagement need amending, and whether the expansion and Powered Admin Services theses are holding
- Treat AI as central to how this function runs, not a side project. Build whitespace scoring, account-plan generation, and signal detection with our internal tooling rather than staffing them manually
- Redesign the work rather than adopt tools. The measure is workload that no longer requires a person, not software we've licensed
Skills
- 8+ years in SaaS or fintech revenue roles with meaningful time in expansion or installed-base selling, and a track record of carrying and hitting a quota
- Experience building a land-and-expand or installed-base motion, ideally more than once: usage-based lead scoring, adoption-first selling, and cross-functional selling through Customer Success and services teams
- People-leadership experience, including building a small team from zero, with the willingness to stay hands-on in deals while you do it
- Player-coach operating style. Roughly 10% strategy, 90% execution. You will be in accounts, not above them
- Comfortable in ambiguity. One of your two motions does not exist yet, and the other inherits rules that are still being reconciled. You'll need to run both while policy catches up
- Fluent in Salesforce as the operating system for the motion, and able to define requirements for RevOps and data tooling
- Demonstrated use of AI to create real efficiency in a revenue organization — workflow redesign, not tool adoption alone
- Experience selling technology to fund administrators, or from inside a company that does. A Customer Success or expansion background at a SaaS business serving fund administrators is close to the ideal profile here
- Private markets experience, or experience selling financial technology at scale into institutional buyers. Credibility with a GP's CFO or controller goes a long way here
- Exposure to selling alongside a services organization, where margin, capacity, and delivery constraints shape the deal
- Experience standing up a white-label, OEM, or powered-by partnership motion
Benefits
- Commission
- Equity
- Health, dental, and vision care for you and your family
- Life insurance
- Mental wellness coverage
- Fertility and growing family support
- Flex Time Off in addition to company-paid holidays
- Paid family leave, medical leave, and bereavement leave policies
- Retirement saving plans
- Allowance to customize your work and technology setup at home
- Annual professional development stipend
- Fully remote work option
Company Overview