[Hiring] Director of Sales Expansion @Juniper Square

Role Description

Juniper Square serves more than 2,200 GP customers, and most of them use a fraction of what we offer. We are standing up a dedicated expansion organization to change that, and we are looking for a Director of Expansion & Powered Admin Services to lead it.

• The role carries two connected mandates:
• Expansion motion across our installed base: cross-selling GPX products into GPX customers, into our Fund Administration client base, and Fund Administration into self-administered accounts.
• Powered Admin Services, where third-party fund administrators license or white-label Juniper Square technology.
• Reporting to the Head of Sales, you will lead a team of dedicated expansion sellers.
• This is a build role; the lead flow, qualification bar, whitespace and wallet-share analysis, account-handoff enforcement, and channel playbook do not yet exist in systematic form.

What you’ll do

• Own and deliver an expansion ARR quota as a working seller.
• Build and own the pipeline from the installed base.
• Define the expansion motion:
• Assess what's sellable now and turn whitespace analysis into graded, prioritized account plans.
• Build the wallet-share and whitespace program.
• Set the qualification bar and build the plays per product.
• Operationalize lead flow from the installed base.
• Define the adoption-first play.
• Scope Powered Admin Services:
• Size the market and identify realistic targets.
• Run the first conversations and deals yourself.
• Define what we're actually selling in partnership with Product and Fund Administration leadership.
• Build the team:
• Partner with the seller already in seat to define the motion together.
• Own ramp plans, pipeline reviews, and deal coaching.
• Run the volume analysis that justifies the next seat.
• Work the seams:
• Build a real operating cadence with Customer Success and Fund Administration relationship managers.
• Enforce clean account-ownership rules.
• Feed Marketing the segments and signals that expansion campaigns need.
• Report and refine:
• Own the expansion dashboard.
• Bring model corrections to sales leadership quarterly.
• Use AI as core infrastructure:
• Build whitespace scoring, account-plan generation, and signal detection with internal tooling.
• Redesign the work rather than adopt tools.

Qualifications

• 8+ years in SaaS or fintech revenue roles with meaningful time in expansion or installed-base selling.
• Experience building a land-and-expand or installed-base motion.
• People-leadership experience, including building a small team from zero.
• Player-coach operating style.
• Comfortable in ambiguity.
• Fluent in Salesforce as the operating system for the motion.
• Demonstrated use of AI to create real efficiency in a revenue organization.

Strong plus

• Experience selling technology to fund administrators.
• Private markets experience or experience selling financial technology at scale into institutional buyers.
• Exposure to selling alongside a services organization.
• Experience standing up a white-label, OEM, or powered-by partnership motion.

Compensation

Compensation for this position includes a base salary, commission, equity, and a variety of benefits. The U.S. base salary range for this role is $160,000 - $200,000.

Benefits

• Health, dental, and vision care for you and your family.
• Life insurance.
• Mental wellness coverage.
• Fertility and growing family support.
• Flex Time Off in addition to company-paid holidays.
• Paid family leave, medical leave, and bereavement leave policies.
• Retirement saving plans.
• Allowance to customize your work and technology setup at home.
• Annual professional development stipend.