About this role
Expansion Team Lead responsible for selling Harper to Hearth's 10,000+ contractor customers; manage a 3-5 person Expansion Rep team; drive close rates and pipeline; partner with Marketing, Sales, and RevOps to build the pipeline.
Key Responsibilities
- Lead and develop the Expansion Team
- Drive close rate and pipeline performance
- Consultative selling and product positioning
- Partner cross-functionally on AI revenue growth
- Hire and onboard Expansion Reps
Technical Overview
Product Harper is AI-driven; tooling includes Attention, Gong, Avarra for coaching; CRM integration with Salesforce; ROI-focused demonstration and pricing tools.
Ideal Candidate
The ideal candidate is a mid-to-senior level sales leader with 2-4+ years in high-velocity B2B SaaS, including at least 1 year leading a small expansion team (3+ direct reports). They excel at coaching, script development, and have experience with AI-enabled coaching tools and CRM-based pipeline management.
Must-Have Skills
2-4+ years of sales experience including at least 1 year managing or leading a small sales/expansion team (3+ direct reports)Demonstrated track record of improving team close rates through coachingscript developmentand accountabilityExperience building or iterating on sales playbookstalk tracksand enablement materialsExperience running high-velocity sales motions: multiple demos per dayshort sales cyclesfast follow-upComfortable managing reps who sell to non-technical SMB buyers in phone-heavy environmentsExperience using a CRM (Salesforce preferred) and call intelligence tools (AttentionGongor similar)
Nice-to-Have Skills
Experience selling AISaaSor technology products to small businessesExperience in home servicestradesfintechor vertical SaaSExperience with AI-powered coaching tools (Avarra or similar) and structured role-play programsFamiliarity with expansion/upsell motions within an existing customer baseExperience partnering closely with Marketing on lifecycle campaigns and lead generation
Tools & Platforms
SalesforceGongAttentionAvarra
Required Skills
2-4+ years of sales experience including at least 1 year managing or leading a small sales/expansion team (3+ direct reports); experience building or iterating on sales playbooks; high-velocity sales motions; CRM (Salesforce preferred) and call intelligence tools (AttentionGongor similar)
Hard Skills
SalesforceCRMGongAttentionAvarralead generationpipeline managementdemo coachingsales enablementscript developmentterritory managementconsultative sellingbusiness developmentforecastingdata-drivenmarketing collaboration
Soft Skills
leadershipcoachingcommunicationadaptabilitycollaboration
Keywords for Your Resume
Expansion Team LeadExpansion RepsalesCRMSalesforceGongAttentionAvarralead generationpipeline managementcoachingscript developmentdemoconsultative sellingterritory managementrevenue growthmarketing collaborationAI revenue growthexpansion/upsellhigh-velocity salescrmsalesforcegongavarrademo coaching
Deal Breakers
No CRM experience (Salesforce preferred), No experience leading a sales/expansion team, No experience with AI-powered coaching tools, Not comfortable with high-velocity demos and fast follow-up
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