Director of Sales
About The Position
At Klipboard we've introduced a flexible hybrid work policy, where employees spend three days in the office and two days working from home. This approach promotes a balanced work environment that combines office collaboration with the comfort and convenience of remote work. Klipboard provides specialist software, services and support to deliver fully integrated trading and business management solutions to companies in the distributive trade – wherever they are in the world. With a unique depth of knowledge and experience in ERP/SaaS solutions, Klipboard has a wide range of clients includes wholesalers, distributors, merchants and retailers from small traders to multinational enterprises. Klipboard has offices in the UK, Ireland, The Netherlands, South Africa, Kenya and North America. Our mission is simple: to design and deliver high performance, integrated ERP solutions that enable our distributive trade customers to source effectively, stock efficiently, sell profitably and service competitively The Sales Director, Installed Base Accounts is responsible for driving revenue growth, retention, and customer expansion within the company’s existing customer base. This role leads a team of account managers focused on renewals, cross-sell, upsell, and long-term account development across mid-market and enterprise customers. This leader partners closely with Sales, Customer Success, Product, and Revenue Operations to maximize customer lifetime value and ensure high renewal rates.
Requirements
- 5–8+ years in account management, sales, or customer success in SaaS or enterprise software
- 2+ years of people management experience
- Proven track record of meeting or exceeding renewal and expansion quotas
- Experience managing complex enterprise accounts
- Strong forecasting and CRM discipline (e.g., Salesforce or similar)
- Excellent executive-level communication skills
Nice To Haves
- Subscription and recurring revenue models
- Multi-product or platform sales
- Experience with mid-market or enterprise clients
- Industry experience in (e.g., automotive, manufacturing, ERP, fleet, etc. — tailor as needed)
Responsibilities
- Own renewal, expansion, and churn metrics for the installed customer base
- Drive cross-sell and upsell initiatives across product lines
- Build account growth plans for high-value customers
- Forecast expansion and renewal revenue accurately
- Lead, coach, and develop Installed Base Account Managers
- Establish quota and performance targets
- Conduct pipeline and renewal reviews
- Hire and scale the team as the customer base grows
- Develop account segmentation strategy (enterprise, mid-market, SMB)
- Identify whitespace opportunities within accounts
- Build executive relationships at customer organizations
- Drive multi-year renewals and enterprise agreements
- Partner with Customer Success to improve adoption and retention
- Escalate and resolve renewal risks
- Monitor NPS and customer health metrics
- Ensure smooth contract transitions and pricing adjustments
- Work with Product Marketing on expansion campaigns
- Align with Sales on new logos vs installed base strategy
- Coordinate with RevOps on forecasting, compensation, and reporting
- Support Finance on renewal pricing and contract structuring
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What This Job Offers
Job Type
Full-time
Career Level
Manager
Education Level
No Education Listed
