Director of Sales, Expansion
Our client is a Google Premier Partner for Google Workspace, Google Cloud, and Google Chrome, specializing in helping businesses harness the power of Google technology and the opportunities of AI. From technical support and implementation to expert consulting and custom SaaS solutions, they empower organizations to optimize operations and accelerate growth in the AI era. The culture is built around five deeply held values: trust, human connection, ownership, inclusion, and a positive, high-energy approach to work. As they continue to scale their expansion business across an established client base, they are looking for a Director of Sales, Expansion to lead the team that drives revenue growth within those relationships.
Position Overview
This is a senior leadership role with direct ownership of the expansion number. The Director of Sales, Expansion will lead, coach, and develop a team of Expansion Account Executives responsible for cross-sell and upsell growth across the company’s full portfolio, including first-party SaaS products, cloud engineering services, and Google resale. A key dimension of this role is building and systematizing the joint field motion with Google partner teams to align on account growth plans and execute them together. With executive visibility, influence over go-to-market strategy, and direct engagement on the company’s most complex and high-value accounts, this is a career-defining opportunity for a proven cloud sales leader with deep Google ecosystem experience.
Position Responsibilities
- Lead, coach, and develop a team of Expansion Account Executives, managing individual and team quotas, running pipeline and forecast reviews, and building a culture of accountability and consistent overachievement.
- Carry ultimate accountability for the team’s expansion and cross-sell bookings target, net revenue retention, pipeline coverage, and forecast accuracy, with regular reporting to senior leadership.
- Ensure the team consistently identifies and closes cross-sell and upsell opportunities across all lines of business, including first-party SaaS, cloud engineering services, and Google resale.
- Build and systematize the process by which Expansion Account Executives align with assigned Google field teams on account growth plans and jointly execute them.
- Partner with Customer Success, Marketing, Partner, and Sales Operations leadership to shape account segmentation, coverage models, and expansion playbooks.
- Ensure the team can credibly position and sell across the full portfolio, with particular fluency in agentic AI platforms and productivity solutions.
- Engage directly on complex, large, and executive-level expansion opportunities, participating in key client meetings, negotiations, and account growth strategy.
- Partner closely with the team to protect account health and ensure retention serves as a strong foundation for the expansion motion.
- Align cross-functionally with Solutions Architecture, Services Delivery, Client Success, Marketing, and Google’s partner organization to ensure a seamless account growth through delivery experience.
- Maintain rigorous CRM hygiene and pipeline discipline across the team, delivering accurate and timely forecasts and performance reporting to executive leadership.
Position Qualifications
Required:
- A demonstrated track record of leading high-performing enterprise or strategic sales teams, with consistent overachievement of team quota and strong net revenue retention outcomes.
- A minimum of 8 years of enterprise or strategic sales experience, including at least 4 years in a sales leadership or management role carrying a team quota.
- Proven success building and scaling relationships with hyperscaler field and partner teams to align on and jointly execute account growth plans at an organizational level.
- Prior experience at a hyperscaler such as Google Cloud, AWS, or Microsoft Azure, or at a cloud partner organization, in a sales, sales leadership, or partner-facing capacity.
- Experience leading teams selling a combination of professional services alongside SaaS or resale products, with a strong grasp of cross-sell and upsell motions.
- Strong working knowledge of cloud computing and the competitive landscape, with specific fluency in agentic AI and productivity platforms such as Gemini Enterprise, Vertex AI, or comparable solutions.
- Executive presence and comfort representing the business at Google and client-facing engagements, including public speaking and stakeholder management at the VP and C-level.
- Proficiency with CRM and sales forecasting tools, with disciplined pipeline management habits.
- Willingness to travel for client meetings, team support, and events as needed.
Preferred:
- Existing relationships within the Google Cloud partner ecosystem or Google field organization.
- Experience building or scaling an expansion or account growth team from the ground up.
- Google Cloud sales or product certifications.
- Experience leading teams selling into healthcare, financial services, technology, or consumer platform verticals.
This role offers a competitive salary and bonus plan, along with 4 weeks of PTO, 14 paid holidays, fully company-paid dental, vision, disability, and life insurance coverage, medical insurance, a 401(k) with company match, a home office setup allowance, and a cell phone allowance.
If you are ready to lead a high-impact expansion team at one of Google’s top partner organizations, we would love to hear from you. Apply now and a member of Talentfoot’s recruitment team will be in touch should your track record of success, experience, skills, and qualifications match our client’s requirements.
Talentfoot Executive Search specializes in future proofing organizations by securing forward-thinking leaders across sales, marketing, eCommerce, product, data, operations, finance, and technology with a track record of accelerating growth, innovation and profitability. Since 2010, we’ve partnered with more than 2,500 companies and lead the industry with a 98% client success rate. Learn more at Talentfoot.com