Sr. Manager, Expansion Sales

Lead customer expansion for a growing fraud prevention platform.

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 fraud prevention, account security, and digital marketing through an obsession with accurate, timely data from proprietary sources.

Thousands of companies, including many Fortune 500 businesses, rely on IPQS for risk mitigation, enhanced deliverability, and reduced abuse.

IPQS is seeking a Senior Manager of Expansion Sales to help renew and expand our client base for our fraud prevention tools. In this role, you’ll collaborate with leaders across Sales, Product, and other teams to help clients renew, adopt more of the IPQS platform, and grow with us.

This is a hands-on sales management role for someone who can lead a team, improve the expansion motion, coach people toward stronger performance, and stay actively engaged in sales cycles.

What you’ll do

• Directly manage a team of Account Managers and Customer Success Managers.
• Own the team’s success across assigned net revenue retention, sales expansion, cross-sell, and upsell targets.
• Lead recruitment, hiring, training, development, ongoing coaching, and career development for team members.
• Ensure consistent operational and sales-process best practices across the entire team.
• Use Salesforce to manage team activity, opportunity discovery, opportunity management, and accurate forecasting.
• Partner with Sales, Customer, and Marketing leadership to maintain open communication on performance and improve related processes.
• Develop and maintain a deep understanding of the problems IPQS clients face and how IPQS helps solve them.
• Conduct weekly one-on-one meetings to review performance, listen to calls, and provide coaching and direction.
• Lead weekly team meetings to build momentum, share progress, and motivate the team toward its goals.
• Remain actively engaged in sales cycles and customer expansion opportunities.

What you’ll bring

• Five or more years of sales people-management experience in a startup SaaS environment.
• Three or more years of experience with renewals, cross-sell, and upsell motions.
• Demonstrated experience in Customer Success and Account Management.
• Experience with the fraud prevention industry, competitors, and tools.
• Prior experience as an individual contributor in a SaaS sales role.
• A high level of professionalism and work ethic.
• The ability to use Salesforce and activity metrics to assess team performance, identify improvement opportunities, and execute improvement plans.
• Effective coaching and counseling skills.
• Comfort working in a fast-paced environment while managing multiple client engagements.
• A highly energetic, positive, and enthusiastic team-player mindset with strong interpersonal skills and a collaborative orientation.
• A tenacious approach and commitment to exceeding targets.

Pay and benefits