Director of Expansion Sales, Roofr
CA$250k
OTE
All-in-one sales platform for roofers
Be an early applicant
All-in-one sales platform for roofers
201-500 employees
Be an early applicant
CA$250k
OTE
201-500 employees
Company mission
To be the trusted foundation for roofing professionals to build their success.
Role
Who you are
- This role requires someone who has “been there, done that” at a high-growth B2B SaaS startup, thrives in a fast paced environment, and knows how to operationalize revenue motions using a layer-cake model, customer segmentation, and a structured playbook approach
- If you are a data-driven, customer-centric sales leader who knows how to hit plan, balance customer value with revenue outcomes—and build and scale multiple customer-facing sales teams from the ground up—we’d love to meet you
- 7+ years in B2B SaaS account management and/or sales leadership, with at least 3+ years leading revenue teams at a high-growth startup
- Proven success owning NRR, renewal, and expansion revenue targets, including managing teams against hard quotas
- Experience building and scaling customer-facing teams from early stages, including managing through team leads and/or managers
- Expertise operationalizing layer-cake, segmentation, and high/low-touch customer engagement models to support repeatable revenue outcomes
- Strong background in expansion + upsell motions, commercial negotiation, and value realization strategies
- Data-driven mindset with the ability to forecast accurately and build scalable processes
- Exceptional cross-functional collaboration skills and experience partnering with Product, Sales, CS, and RevOps
- Ability to thrive in a fast-paced, ambiguity-heavy, high-growth environment
- Bonus Points: experience as a Revenue leader within a PLG environment
What the job involves
- We’re looking for a strategic and highly experienced Director of Expansion Sales to build, scale, and lead Roofr’s direct sales organization
- This leader will proactively drive Roofr’s revenue motion for our existing customer base, including expansion, upsell, cross-sell, and account growth, with a strong emphasis on building a repeatable, high-velocity expansion engine
- Build, lead, and scale Roor’s direct sales team
- Develop the long-term strategy aligned with Roofr’s expansion revenue motion, upsell, retention, and customer engagement goals
- Design, implement, and operationalize a layer-cake model and customer segmentation framework to optimize touchpoints across customer tiers and drive consistent expansion outcomes
- Partner closely with CX, Partnerships, Product, RevOps, and Marketing to ensure seamless customer handoffs and a unified customer journey
- Drive our customer-facing culture across teams, ensuring leadership stays close to the frontline and directly engaged in key deals and customer conversations
- Own net revenue retention (NRR), expansion ARR, and account growth KPIs across the existing customer base
- Drive high-impact expansion and upsell programs that deliver meaningful revenue growth—especially through a repeatable, high-volume sales motion
- Build forecasting models, renewal processes, and account planning frameworks in partnership with RevOps
- Establish rigorous and repeatable account review cadences and strategic QBR frameworks to drive outcomes and accountability
- Partner with Sales leadership and RevOps to define team quotas and ensure teams are consistently executing against hard revenue targets
- Recruit, hire, and develop high-performing sales people
- Create scalable processes, playbooks, enablement materials, and performance metrics aligned to expansion revenue goals
- Coach teams on strategic account planning, value realization, and commercial negotiation, with a consistent focus on converting customer engagement into upsell/cross-sell outcomes
- Partner with RevOps to refine compensation plans, territory alignment, and customer segmentation
- Implement tooling, dashboards, and workflows to increase efficiency and predictability across the expansion motion
- Identify gaps in the customer lifecycle and proactively design solutions to improve adoption, retention, and expansion conversion
Application process
- Feel free to use AI to prep, research, or get pumped up for your interview (we see you, ChatGPT power users 👀). But when it’s time to chat, we’d love to meet you, not your AI alter ego. Bring your real, unfiltered self, we promise we will too
- And don’t worry, a real, live human is behind every part of our process. Every application is reviewed by a real person, and you’ll always speak with real humans throughout the interview process. No bots, just good people ☺️
Our take
Roofing is one of those manual industries that’s been around forever, and can sometimes feel like it still exists in a completely pre-digital age. But Roofr’s on a mission to change that, with its software platform designed to modernize the industry.
One of its main selling points is that it offers roofers the ability to give instant estimates. It works with companies like Nearmap, whose low-altitude planes take high-resolution photos for mapping. This provides roofing companies with high-quality imagery of the roof to be able to give an estimate without a site visit - easier for the company and customer.
A few other start-ups are aiming to reinvent the roofing industry, but roofing is a $40 billion-a-year industry, so there's ample opportunity for growth. Roofr has raised substantial funding and already earned recognition in this sector, enabling it to strengthen its platform and continue to broaden its reach.
Steph
Company Specialist at Welcome to the Jungle
Insights
74% employee growth in 12 months
Company
Funding (last 2 of 5 rounds)
Oct 2023
$23.5m
SERIES A
Sep 2022
$12m
SERIES A
Total funding: $43.9m
Company benefits
- 1st week of employment is mandatory PTO! Start your journey with Roofr by decompressing and recharging - we will see you in week 2!
- 1 Friday off per month (we call those our laundry days!)
- Company wide paid shutdown for the week between Christmas and New Years
- Flexible time off
- Medical, dental and vision insurance premiums for employees and their dependents
- Generous Parental Leave policy
- We host 2 retreats per year and great team building activities
- Ample learning and development opportunities to continue growing your career
- Home office setup stipend
- Remote first culture
- Weekly Friday paydays!
Company HQ
Union Square, San Francisco, CA
Leadership
Richy Nelson
(CEO)Began their career as a Roofer, spending over 13 years at Guaranteed Roofing before becoming a Project Manager at Trudel and Sons Roofing.
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