Job Title

At Roofr, were obsessed with our customers. We constantly gather feedback to shape, prioritize, and launch the products they truly need. Thats what makes Roofrs CRM special. We started by building essential sales tools like aerial roof measurements and digital sales proposals. But when our customers asked for a simple, affordable way to manage and scale their entire businesses, we listened. So, we created a CRM that connects these solutionsalong with payments, material ordering, and moreinto a seamless, powerful platform. With a clear roadmap ahead, were excited to continue expanding and leading the market with innovative products. We have an amazing culture, strong financials, and bestinclass company metrics. Its an exciting time to be part of an extraordinary startup that is already successful, yet still early enough to offer its team significant growth, equity, and the opportunity to make a real impact. Were looking for a strategic and highly experienced Director of Expansion Sales to build, scale, and lead Roofrs direct sales organization. This leader will proactively drive Roofrs revenue motion for our existing customer base, including expansion, upsell, crosssell, and account growth, with a strong emphasis on building a repeatable, highvelocity expansion engine. This role requires someone who has been there, done that at a highgrowth B2B SaaS startup, thrives in a fastpaced environment, and knows how to operationalize revenue motions using a layercake model, customer segmentation, and a structured playbook approach. If you are a datadriven, customercentric sales leader who knows how to hit plan, balance customer value with revenue outcomesand build and scale multiple customerfacing sales teams from the ground upwed love to meet you. Youll have an opportunity to: Leadership & Strategy Build, lead, and scale Roofrs direct sales team. Develop the longterm strategy aligned with Roofrs expansion revenue motion, upsell, retention, and customer engagement goals. Design, implement, and operationalize a layercake model and customer segmentation framework to optimize touchpoints across customer tiers and drive consistent expansion outcomes. Partner closely with CX, Partnerships, Product, RevOps, and Marketing to ensure seamless customer handoffs and a unified customer journey. Drive our customerfacing culture across teams, ensuring leadership stays close to the frontline and directly engaged in key deals and customer conversations. Revenue Ownership Own net revenue retention (NRR), expansion ARR, and account growth KPIs across the existing customer base. Drive highimpact expansion and upsell programs that deliver meaningful revenue growthespecially through a repeatable, highvolume sales motion. Build forecasting models, renewal processes, and account planning frameworks in partnership with RevOps. Establish rigorous and repeatable account review cadences and strategic QBR frameworks to drive outcomes and accountability. Partner with Sales leadership and RevOps to define team quotas and ensure teams are consistently executing against hard revenue targets. Team Development & Enablement Recruit, hire, and develop highperforming sales people. Create scalable processes, playbooks, enablement materials, and performance metrics aligned to expansion revenue goals. Coach teams on strategic account planning, value realization, and commercial negotiation, with a consistent focus on converting customer engagement into upsell/crosssell outcomes. Operational Excellence Partner with RevOps to refine compensation plans, territory alignment, and customer segmentation. Implement tooling, dashboards, and workflows to increase efficiency and predictability across the expansion motion. Identify gaps in the customer lifecycle and proactively design solutions to improve adoption, retention, and expansion conversion. What youll bring to the role: 7+ years in B2B SaaS account management and/or sales leadership, with at least 3+ years leading revenue teams at a highgrowth startup. Proven success owning NRR, renewal, and expansion revenue targets, including managing teams against hard quotas. Experience building and scaling customerfacing teams from early stages, including managing through team leads and/or managers. Expertise operationalizing layercake, segmentation, and high/lowtouch customer engagement models to support repeatable revenue outcomes. Strong background in expansion + upsell motions, commercial negotiation, and value realization strategies. Datadriven mindset with the ability to forecast accurately and build scalable processes. Exceptional crossfunctional collaboration skills and experience partnering with Product, Sales, CS, and RevOps. Ability to thrive in a fastpaced, ambiguityheavy, highgrowth environment. Bonus Points: experience as a Revenue leader within a PLG environment What we offer (US + Canada) When you join our team, youre not just accepting a job. Youre making a career move. Heres how well support you in doing some of the most impactful work of your career: Vacation/Paid Time Off: 1st week of employment is mandatory PTO! Start your journey with Roofr by decompressing and recharging - we will see you in week 2! 1 Friday off per month (we call those our laundry days!) Company wide paid shutdown for the week between Christmas and New Years Flexible time off 80% employerpaid benefits in the U.S. and 100% employerpaid premiums for Extended Healthcare and Dental in Canada RRSP/401k match Generous Parental Leave policy Perks: We host an annual company retreat with great team building activities Ample learning and development opportunities to continue growing your career Home office setup stipend Internet and phone allowance Remote first culture Weekly Friday paydays! AI Notice At Roofr, were big fans of AI. It helps us write job descriptions that dont put you to sleep, takes notes during interviews so we can actually listen, and even helps us track down awesome humans like you. Feel free to use AI to prep, research, or get pumped up for your interview (we see you, ChatGPT power users ). But when its time to chat, wed love to meet you, not your AI alter ego. Bring your real, unfiltered self, we promise we will too. And dont worry, a real, live human is behind every part of our process. Every application is reviewed by a real person, and youll always speak with real humans throughout the interview process. No bots, just good people Important Notice Weve been made aware of an individual impersonating Roofr using a fraudulent domain: roofrr.com (note the extra r). Our company takes the security and privacy of job applicants very seriously. We will never ask for payment, bank details, or personal financial information as part of the application process. All our legitimate job postings can be found on our official career site. Please be cautious of job offers that come from noncompany email addresses, instant messaging platforms, or unsolicited calls. To ensure your application is legitimate, please apply directly through our official careers page: https://roofr.com/careers. If you receive any suspicious messages or have questions, reach out to us at [email protected] . Your safety and security are important to us thank you for your vigilance! Roofr is proud to be an equal opportunity employer. We are committed to equal employment opportunity in the workplace regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity or veteran status. #J-18808-Ljbffr