Vice President, Customer GrowthAbsenceSoft is looking for a VP, Customer Growth to lead the revenue engine that drives value from our existing customer base. This is a sales-focused leadership role owning renewals, upsell, cross-sell, and account expansion across our full customer portfolio - from Mid Market employers to large enterprises and TPAs.
You'll build, coach, and scale a team of Account Managers, setting quotas and pipeline targets while personally driving high-stakes renewal and expansion negotiations with key accounts. Working closely with Customer Success, Product, and Marketing, you'll ensure that product adoption and customer health translate into measurable growth revenue.
The ideal candidate is a results-driven commercial leader with a deep track record of exceeding renewal and expansion targets and building high-performing quota-carrying teams.
What You'll Do- Define and execute a revenue growth strategy for our existing customer base, focused on renewals, upsell, cross-sell, and account expansion.
- Lead, coach, and scale a team of Account Managers, setting quotas, pipeline targets, and performance metrics tied directly to renewal and expansion revenue.
- Own the renewal process end-to-end, driving on-time renewal rates and negotiating contract terms across the customer base.
- Identify and execute upsell and cross-sell opportunities within existing accounts, partnering with Product and Marketing to align offerings to customer needs.
- Partner closely with Customer Success leadership on account health signals and adoption data to inform expansion strategy and timing.
- Build and manage forecasting and pipeline reporting for the Account Management function, reporting regularly to executive leadership on renewal and growth performance.
- Develop account segmentation and territory or account portfolio assignment strategies to maximize coverage and revenue potential across Mid Market, enterprise, and TPA accounts.
- Establish and monitor KPIs such as renewal rate, net revenue retention, and upsell/cross-sell attainment, adjusting strategy as needed.
- Cultivate executive-level relationships with key accounts to support high-stakes renewal and expansion negotiations.
- Collaborate with Sales leadership on smooth account handoffs as new customers transition into the existing base.
- Coach the team on MEDDPICC methodology and ensure it's applied consistently across deal reviews and pipeline management to improve forecast accuracy and win rates.
- Maintain Salesforce data hygiene and enforce CRM discipline across the team, ensuring pipeline, opportunity, and account data stay accurate and up to date.
- Participate in a highly compliant environment, assisting to maintain company controls and security within your job role.
- Assist in maintaining applicable organizational security and compliance controls within your department, role, and subordinates' roles.
- Other duties as assigned.
What'll Set You Up for Success:Required Skills:- 12+ years of experience in Account Management, Sales, or Customer Success leadership in B2B SaaS, with direct ownership of renewal and expansion revenue targets.
- 8+ years of people leadership experience, including building and scaling a quota-carrying team against renewal, upsell, and cross-sell goals.
- Experience building or significantly evolving an Account Management or renewals-focused sales function.
- Strong negotiation skills and experience managing high-stakes contract renewals with executive-level stakeholders.
- Comfort with CRM, sales engagement, and customer success tools (e.g., Salesforce, Salesforce CPQ, Gong, ChurnZero) and using data to manage pipeline and performance.
- Excellent verbal and written communication skills, with executive-level presentation and influencing ability.
Preferred Skills:- Experience in the HR technology ecosystem (HRIS, payroll, or leave technologies).
- Experience partnering with a Customer Success organization in a shared-ownership or hand-off model.
- Background in compliance-driven or highly regulated SaaS industries.
- MBA or advanced degree in Business or a related field.
Key Skills & Behaviors:- Results-driven commercial leader with a proven track record of exceeding renewal and expansion revenue targets.
- Strong people leader who builds, coaches, and scales high-performing quota-carrying Account Management teams.
- Strategic operator who translates customer health and adoption data into revenue growth opportunities.
- Skilled negotiator with experience managing high-stakes contract renewals with executive-level stakeholders.
- Data-driven decision maker who uses CRM and pipeline data to manage team performance and forecast accurately.
- Collaborative cross-functional partner who aligns Customer Success, Product, and Marketing around customer growth.
- Executive presence with the ability to build and maintain relationships at the C-suite level.
Final compensation is determined based on a candidate's relevant experience, skills, education, and geographic location. This position is also eligible for annual bonus.
The base compensation for this role is: $224,000 USD + Bonus + Benefits
