Director, Account Management

Dynatron Software•Richardson, TX

2d•Remote

About The Position

Dynatron is transforming the automotive service industry with intelligent SaaS solutions that deliver measurable results for thousands of dealership service departments. Our proprietary analytics, automation capabilities, and AI-powered workflows empower service leaders to increase profitability, elevate customer satisfaction, and operate with greater efficiency. With accelerating demand and a rapidly expanding product ecosystem, we’re scaling fast, and we’re just getting started. Role Overview The Director of Account Expansion is responsible for leading and scaling a team of sales executives focused on cross-selling and upselling additional products, solutions, and services into our existing customer base. This role owns expansion revenue from installed accounts and partners closely with Customer Success, Product, Marketing, and Sales to maximize customer lifetime value. This is a strategic and hands-on leadership role, balancing revenue ownership, people leadership, process development, and cross-functional alignment within a complex, multi-product SaaS environment.

Requirements

8 –12+ years of B2B SaaS sales experience, with at least 3–5 years in sales leadership
Proven success owning and growing expansion revenue in an existing customer base
Experience selling multi-product or platform SaaS solutions
Experience leveraging with productivity and performance solutions, including AI
Strong track record managing and scaling teams through growth phases
Strong analytical, forecasting, and operational discipline
Strategic thinker with a strong execution mindset
Excellent people leader and coach
Data-driven and metrics-oriented
Strong communicator with executive presence
Deep understanding of value-based and consultative selling
Ability to influence across functions without direct authority

Nice To Haves

Experience selling into automotive, multi-location, franchise, or SMB/mid-market enterprises strongly preferred
Comfortable navigating complex organizational structures and executive-level stakeholders

Responsibilities

Own and deliver expansion (upsell and cross-sell) revenue targets across the installed existing customer base
Develop and execute a scalable expansion strategy aligned to company growth objectives
Segment the customer base (e.g., by size, product adoption, dealer group complexity) to drive targeted expansion motions
Identify whitespace opportunities within dealer groups and build repeatable playbooks to capture them
Lead, coach, and develop a team of cross-sell and upsell Account Executives
Establish clear performance expectations, KPIs and revenue goals
Foster a high-performance, data-driven, and customer-centric sales culture
Manage pipeline health, deal execution, and accurate forecasting for expansion revenue
Drive disciplined sales execution across complex, multi-stakeholder dealer group buying environments
Review deals, provide strategic guidance, and support negotiations and escalation
Partner closely with Customer Success to align on account strategy, renewal timing, and expansion opportunities
Work with Sales Operations to refine territories, compensation plans, and reporting
Provide voice-of-customer insights to influence cross-sell and upsell roadmap and go-to-market strategy
Design and optimize expansion sales processes that integrate seamlessly with new business and renewals
Implement best practices for account planning, opportunity management, and value-based selling
Leverage CRM and sales enablement tools to drive consistency and visibility