Director of Cross-Sell & Upsell

ABC Financial Services•Remote TX, TX

4d•Remote

About The Position

ABC Fitness is seeking an experienced Director of Cross-Sell & Upsell to lead and develop a team of Account Managers while driving expansion revenue across key accounts in the gym and studio client base. This player-coach role involves managing a book of business, supporting team growth, and defining cross-sell and upsell strategies. The position requires close collaboration with Marketing, Client Success, and Partnerships to enhance client engagement and position ABC Fitness as a growth partner.

Requirements

8–12 years of experience in B2B SaaS, with strong exposure to expansion sales, upsell/cross-sell, or strategic account management.
Experience leading and developing others, alongside owning personal commercial outcomes.
A structured approach to building repeatable sales motions and playbooks.
Strong cross-functional collaboration skills and the ability to build trusted relationships across teams.
Comfort working with data, CRM systems (Salesforce preferred), and pipeline management.
Excellent communication skills, with the ability to engage a wide range of client stakeholders.

Nice To Haves

Experience working across multi-product SaaS environments is highly valuable.
Experience in fitness, wellness, or a related SaaS space is a plus, but not essential.

Responsibilities

Manage two Account Managers, setting clear expectations for client engagement and activity, and supporting their development through regular 1:1s, pipeline reviews, and coaching.
Personally manage and grow relationships across the top 50 accounts, leading the full expansion sales cycle from discovery to close.
Identify opportunities to deepen partnerships through mobile app, CRM, and premium platform features, as well as across Ignite and Glofox product lines.
Develop practical, repeatable playbooks for cross-sell and upsell strategies, defining account prioritization and engagement approaches.
Lead value-driven quarterly business reviews and support client-facing webinars to drive product adoption and new conversations.
Collaborate with the Partnerships team to identify opportunities for integrations, co-sell, and referrals that add client value and drive commercial impact.
Work closely with Marketing, Client Success, and Partnerships to align on priorities and create a unified client experience.
Provide commercial insight into discussions around product, pricing, and segmentation.