VP, Strategic Expansion

Perceptyx•USA - Remote ,

About The Position

Perceptyx is seeking a VP, Strategic Expansion to lead a regional team of Strategic Account Managers focused on cross-sell and upsell growth across existing enterprise accounts. The role develops and executes an account-planning approach to help customers gain more value from Perceptyx’s employee experience platform, identifying expansion opportunities across advanced listening and people analytics products and building executive relationships with CHROs and other People leaders. The VP owns expansion ARR goals and is accountable for improving customer lifetime value, expansion ARR growth, and net revenue retention across the regional portfolio. The role includes coaching and developing account managers, overseeing strategic account plans and major expansion deals, maintaining accurate forecasts, and contributing to company-wide strategic planning. It also serves as executive sponsor for customer advisory boards and industry roundtables.

Requirements

10+ years of B2B SaaS sales experience, including 5+ years leading enterprise sales teams focused on account expansion, cross-sell, or upsell in Fortune 500 accounts.
A track record of exceeding multimillion-dollar expansion ARR quotas and growing net revenue retention (NRR).
Expertise in enterprise account planning and expansion methodologies such as MEDDPICC, Command of the Message, or Value Selling.
Strong skills in deal coaching, pipeline inspection, value engineering, revenue forecasting, and talent development.
Advanced Salesforce and LinkedIn Sales Navigator skills, plus hands-on use of AI-native sales tools.
Bachelor’s degree in business, management, HR, or a related field, or equivalent professional experience.
Ability to travel up to 30–40% for customer meetings, QBRs, executive briefings, sales kickoffs, and company and industry events.

Nice To Haves

Experience selling HR technology, HCM, workforce analytics, or employee experience software.
Experience with capacity planning and territory balancing.

Responsibilities

Lead, coach, and grow a team of Strategic Account Managers to achieve individual and team expansion quotas.
Own expansion ARR goals by identifying, positioning, and closing multi-product cross-sell and upsell deals.
Build and execute structured account plans for the highest-value customers, map organizational structures, and broaden relationships within accounts.
Serve as executive sponsor on major expansion deals and work with customer CHROs, Chief People Officers, and HR leaders to demonstrate ROI and platform value.
Partner with Customer Success, Customer Value Services, Consulting, and Product Marketing to connect customer goals with appropriate expansion solutions.
Conduct weekly pipeline reviews and maintain accurate expansion forecasts in Salesforce.
Contribute to company-wide strategic planning and serve as executive sponsor for customer advisory boards and industry roundtables.