VP, Expansion

Responsibilities

• Expansion Strategy & Revenue Ownership
• Own and drive cross-sell, upsell, and renewal revenue across all Cordance business units
• Develop and execute a portfolio-wide expansion strategy across multiple industries and product lines
• Identify and prioritize high-impact growth opportunities within the existing customer base
• Cross-Business Unit Alignment
• Align go-to-market teams across business units to drive coordinated account strategies
• Break down silos and establish consistent processes for identifying and executing expansion opportunities
• Ensure clear ownership, accountability, and collaboration across teams
• Customer Lifecycle Management
• Oversee renewal strategy and execution to maximize retention and reduce churn
• Improve adoption, engagement, and long-term value realization
• Develop lifecycle-based playbooks to drive expansion at key customer milestones
• Execution & Pipeline Management
• Build and manage expansion pipeline, with accurate forecasting across products and business units
• Establish and track KPIs (net revenue retention, expansion ARR, renewal rates)
• Improve conversion rates through structured processes, enablement, and performance management
• Product & Packaging Alignment
• Partner with Product and Pricing teams to refine packaging, bundling, and pricing strategies that enable expansion
• Identify portfolio gaps or friction points that limit cross-sell and influence roadmap priorities
• Systems & Data Optimization
• Ensure visibility into customer data, usage, and expansion signals across platforms
• Leverage analytics to identify opportunities and improve targeting and timing
• Drive CRM and tooling alignment to support multi-product, multi-BU selling
• Team Leadership & Organizational Design
• Build and lead a high-performing expansion organization (account management, renewals, or hybrid roles)
• Define roles, incentives, and compensation structures aligned to expansion goals
• Foster a culture of accountability, collaboration, and customer-centric growth
• Competencies:
• Expansion Strategy & Revenue Growth - Drives cross-sell, upsell, and renewal performance across a diverse portfolio
• Multi-Business Unit Leadership - Effectively operates across varied industries, products, and go-to-market models
• Customer Lifecycle Expertise - Understands retention, adoption, and expansion dynamics across different customer types
• Data-Driven Execution - Uses metrics and insights to prioritize opportunities and improve outcomes
• Cross-Functional Influence - Aligns Sales, Product, and Operations across the organization
• Commercial Acumen - Strong understanding of pricing, packaging, and deal structuring across different business models
• Process & Systems Orientation - Builds scalable processes and leverages tools to support growth
• Execution & Accountability - Delivers results with clear ownership and operational rigor
• Builder Mindset / Operational Design - Able to create scalable playbooks, processes, and organizational structure from the ground up in complex or evolving environments
• Required Qualifications

Requirements

• 10-15+ years of experience in revenue leadership roles (e.g., expansion, account management, customer success, or sales)
• Experience within a software/SaaS environment
• Proven track record of driving net revenue retention

Benefits

Additional Information

Cordance is dedicated to accelerating the growth of vertically focused business-to-business (B2B) software-as-a-service (SaaS) companies through acquisition and long-term tactical and financial guidance. We're experienced operators and subject-matter experts with a passion for software and building businesses. We partner with founders to help them scale their businesses and realize their companies' full potential. We look for businesses with strong leadership and high potential for profitable growth, and work together to increase year-over-year revenue, company efficiency, and impact. Cordance envisions that all companies we work with achieve their full potential. We embrace what makes each company great and build on those foundations. We believe in elevating a company as it scales, delivering dignity to the organization and its employees, and sharing a passion for building a legacy. The Vice President, Expansion will own revenue growth across Cordance's existing customer base, with a focus on cross-sell, upsell, and renewals across a diverse portfolio of businesses spanning commerce, industrials, education, and compliance. This leader will develop and execute a unified expansion strategy that maximizes customer lifetime value across a multi-product, multi-industry ecosystem. This role requires the ability to operate across distinct business units with different products, customers, and go-to-market motions, aligning teams around a cohesive growth strategy. The VP, Expansion will partner closely with Sales, Product, and Operations leaders across the portfolio to identify opportunities, streamline execution, and drive measurable revenue outcomes.

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