What are the responsibilities and job description for the Director, Account Management position at Dynatron Software, Inc.?
About Dynatron
Dynatron is transforming the automotive service industry with intelligent SaaS solutions that deliver measurable results for thousands of dealership service departments. Our proprietary analytics, automation capabilities, and AI-powered workflows empower service leaders to increase profitability, elevate customer satisfaction, and operate with greater efficiency. With accelerating demand and a rapidly expanding product ecosystem, we’re scaling fast, and we’re just getting started.
Role Overview
The Director of Account Expansion is responsible for leading and scaling a team of sales executives focused on cross-selling and upselling additional products, solutions, and services into our existing customer base. This role owns expansion revenue from installed accounts and partners closely with Customer Success, Product, Marketing, and Sales to maximize customer lifetime value.
This is a strategic and hands-on leadership role, balancing revenue ownership, people leadership, process development, and cross-functional alignment within a complex, multi-product SaaS environment.
Key Responsibilities
Revenue & Leadership Strategy
Team: This role manages the Cross-Sell & Upsell Account Executives / Account Managers
Dynatron is transforming the automotive service industry with intelligent SaaS solutions that deliver measurable results for thousands of dealership service departments. Our proprietary analytics, automation capabilities, and AI-powered workflows empower service leaders to increase profitability, elevate customer satisfaction, and operate with greater efficiency. With accelerating demand and a rapidly expanding product ecosystem, we’re scaling fast, and we’re just getting started.
Role Overview
The Director of Account Expansion is responsible for leading and scaling a team of sales executives focused on cross-selling and upselling additional products, solutions, and services into our existing customer base. This role owns expansion revenue from installed accounts and partners closely with Customer Success, Product, Marketing, and Sales to maximize customer lifetime value.
This is a strategic and hands-on leadership role, balancing revenue ownership, people leadership, process development, and cross-functional alignment within a complex, multi-product SaaS environment.
Key Responsibilities
Revenue & Leadership Strategy
Team: This role manages the Cross-Sell & Upsell Account Executives / Account Managers
- Own and deliver expansion (upsell and cross-sell) revenue targets across the installed existing customer base
- Develop and execute a scalable expansion strategy aligned to company growth objectives
- Segment the customer base (e.g., by size, product adoption, dealer group complexity) to drive targeted expansion motions
- Identify whitespace opportunities within dealer groups and build repeatable playbooks to capture them
- Lead, coach, and develop a team of cross-sell and upsell Account Executives
- Establish clear performance expectations, KPIs and revenue goals
- Foster a high-performance, data-driven, and customer-centric sales culture
- Manage pipeline health, deal execution, and accurate forecasting for expansion revenue
- Drive disciplined sales execution across complex, multi-stakeholder dealer group buying environments
- Review deals, provide strategic guidance, and support negotiations and escalation
- Partner closely with Customer Success to align on account strategy, renewal timing, and expansion opportunities
- Work with Sales Operations to refine territories, compensation plans, and reporting
- Provide voice-of-customer insights to influence cross-sell and upsell roadmap and go-to-market strategy
- Design and optimize expansion sales processes that integrate seamlessly with new business and renewals
- Implement best practices for account planning, opportunity management, and value-based selling
- Leverage CRM and sales enablement tools to drive consistency and visibility
- 8 –12 years of B2B SaaS sales experience, with at least 3–5 years in sales leadership
- Proven success owning and growing expansion revenue in an existing customer base
- Experience selling multi-product or platform SaaS solutions
- Experience leveraging with productivity and performance solutions, including AI
- Strong track record managing and scaling teams through growth phases
- Experience selling into automotive, multi-location, franchise, or SMB/mid-market enterprises strongly preferred
- Comfortable navigating complex organizational structures and executive-level stakeholders
- Strong analytical, forecasting, and operational discipline
- Strategic thinker with a strong execution mindset
- Excellent people leader and coach
- Data-driven and metrics-oriented
- Strong communicator with executive presence
- Deep understanding of value-based and consultative selling
- Ability to influence across functions without direct authority
- High-performance culture grounded in innovation, collaboration, and continuous learning
- Remote-first workplace offering autonomy, flexibility, and deep cross-functional partnership
- Competitive base salary
- Participation in Dynatron’s Equity Incentive Plan
- Comprehensive health, vision, and dental insurance
- Employer-paid short- and long-term disability and life insurance
- 401(k) with competitive company match
- Flexible vacation policy and 11 paid holidays
- Remote-first culture