Director, Enterprise Solutions- Expansion Sales

• Own expansion revenue targets within your assigned customer base by developing and executing long-term account strategies aligned to customer priorities and opportunities
• Identify and develop commercial opportunities within existing accounts through structured account planning and whitespace analysis
• Build and maintain a qualified pipeline aligned to revenue targets
• Drive proactive opportunity creation based on customer insight, not only inbound demand or renewal cycles
• Own the full sales cycle for cross-sell and upsell opportunities: stakeholder mapping and discovery, solution positioning and value articulation, commercial negotiation and deal closure
• Drive structured, value-based selling approaches to maintain deal quality and progression
• Manage complex buying processes across multiple stakeholders and business functions
• Ensure disciplined pipeline progression and deal control
• Build and maintain relationships with key stakeholders across assigned accounts
• Actively expand stakeholder coverage beyond current contacts to support long-term account growth
• Develop deep understanding of customer priorities, challenges, and strategic direction
• Translate customer insight into a structured expansion roadmap
• Work closely with Customer Success and align on account health, timing of expansion opportunities, customer priorities and readiness, and coordination around renewal cycles
• Leverage insights to inform opportunity identification and positioning
• Leverage renewal cycles as key moments for expansion conversations
• Identify and develop upsell and cross-sell opportunities aligned to contract renewals
• Ensure expansion opportunities are systematically captured within renewal planning
• Maintain accurate and up-to-date pipeline and forecast
• Provide clear visibility into pipeline coverage vs. target, deal progression and associated risks, revenue outlook and forecast confidence
• Identify risks early and take corrective action

• Minimum 5+ years of proven track record in enterprise SaaS sales, including experience with complex, multi-stakeholder deals (typically €250k+ ACV)
• Experience in expansion, upsell, or cross-sell within existing accounts
• Strong value-based selling capabilities and structured deal approach
• Proven ability to engage, influence, and negotiate with senior stakeholders, including C-level executives
• High level of discipline in pipeline management, forecasting (+-10%) and revenue predictability
• Demonstrated ability to collaborate effectively with cross-functional teams (e.g. Customer Success, Marketing, Products) to drive account outcomes
• Strong understanding of the local market, including customer landscape, buying behaviors, and cultural dynamics
• Experience in HR Tech, Talent Acquisition, or adjacent enterprise software domains is a plus

Experience in HR Tech, Talent Acquisition, or adjacent enterprise software domains is a plus