The Role
Leads a regional team of Strategic Account Managers focused on cross-sell and upsell growth across enterprise accounts. Owns expansion ARR, account planning, executive customer relationships, pipeline forecasting, and multimillion-dollar expansion deals. Partners with Customer Success, Consulting, Product Marketing, and other teams to drive customer value, lifetime value, and net revenue retention. Also contributes to strategic planning, customer advisory boards, and industry events.
Summary Generated by Built In
About Perceptyx
At Perceptyx, we’re on a mission to help organizations turn employee insights into measurable impact. Our AI-enabled employee experience platform leverages the science of listening, behavioral nudges, and predictive analytics to help clients elevate engagement, retention, and performance. We’re a team of innovators fueled by purpose, collaboration, and excellence, and we’re looking for someone who wants to play at the highest level.
The Role
Close to a third of the Fortune 100 already runs on Perceptyx. Our biggest growth opportunity is helping those customers get more from the platform. As VP, Strategic Expansion, you’ll lead a regional team of Strategic Account Managers focused on cross-sell and upsell growth across our existing enterprise accounts.
Enterprise customers want fewer HR tools and deeper workforce insight. You’ll build the account planning approach that meets that need, then run it with your team. You’ll find cross-sell opportunities across our advanced listening and people analytics products and build executive relationships with CHROs and People leaders. Success looks like higher customer lifetime value (LTV), faster expansion ARR growth, and stronger net revenue retention (NRR) across your regional portfolio.
What You’ll Do
- Lead, coach, and grow a team of Strategic Account Managers to hit individual and team expansion quotas.
- Own expansion ARR goals by finding, positioning, and closing multi-product cross-sell and upsell deals.
- Build and run structured account plans for our highest-value customers. Map org structures and widen relationships across each account.
- Serve as executive sponsor on major expansion deals. Partner with customer CHROs, Chief People Officers, and HR leaders to show ROI and platform value.
- Partner with Customer Success, Customer Value Services, Consulting, and Product Marketing to connect customer goals to the right expansion solutions.
- Run weekly pipeline reviews and keep expansion forecasts in Salesforce accurate so revenue stays predictable.
- Contribute to company-wide strategic planning and serve as executive sponsor for customer advisory boards and industry roundtables.
What You Bring
- 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 Have
- Experience selling HR technology, HCM, workforce analytics, or employee experience software.
- Experience with capacity planning and territory balancing.
Our Interview Process & AI Transparency
At Perceptyx, we value your time and want our interviewers to be fully engaged in the conversation.
- Note-Taking: We use Metaview.ai to record and summarize our interviews. This allows our hiring team to focus on you rather than typing notes, ensuring a fairer and more accurate evaluation of your experience.
- AI Disclosure: While we use AI to assist in summarizing interview data, all final hiring decisions are made by Perceptyx employees. We do not use automated tools as the sole basis for selecting or rejecting candidates.
- Your Choice (Opt-Out): Participation in recorded interviews is voluntary. If you prefer not to have your interview recorded via Metaview, please notify your talent partner prior to the start of the session. Opting out will not negatively impact your candidacy.
Compensation & Benefits
Salary Range: $185,000 USD per year + incentives
- Note: Final compensation is determined by factors including experience, geography, and skills.
- Benefits: Comprehensive medical, dental, and vision insurance; 401K matching; generous PTO and paid holidays; parental leave; and professional development budget.
Equal Opportunity & Accommodations
Perceptyx is proud to be an equal opportunity employer. We welcome all qualified applicants regardless of background and are committed to an inclusive, accessible hiring process. If you need any accommodation during the hiring process, just let us know. We handle your personal information in line with applicable data protection laws.
Skills Required
- 10+ years of B2B SaaS sales experience
- 5+ years leading enterprise sales teams focused on account expansion, cross-sell, or upsell in Fortune 500 accounts
- Track record of exceeding multimillion-dollar expansion ARR quotas and growing net revenue retention
- 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
- Experience selling HR technology, HCM, workforce analytics, or employee experience software
- Experience with capacity planning and territory balancing
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The Company
What We Do
Perceptyx combines employee surveys and people analytics in a way that not only helps you see more of what’s going on in your organization, but also helps you see how to drive the organization forward. Too many surveys only focus on measurement, with overly prescriptive models that don’t offer a fresh perspective on the challenges facing your business. And they rarely connect the dots between the employee experience and business outcomes, making it difficult to know which actions will have the greatest impact. With a solution fully tailored to your specific organizational needs, Perceptyx makes it possible for organizations to see more clearly, see the bigger picture, and see the next steps. It’s why nearly one-third of the Fortune 100 already rely on Perceptyx and why 95% of the organizations that come to us stay with us. - Perceptyx. See the way forward.
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