VP, Expansion

The Vice President, Expansion will own revenue growth across Cordance’s existing customer base, with a focus on cross-sell, upsell, and renewals across a diverse portfolio of businesses spanning commerce, industrials, education, and compliance. This leader will develop and execute a unified expansion strategy that maximizes customer lifetime value across a multi-product, multi-industry ecosystem.

This role requires the ability to operate across distinct business units with different products, customers, and go-to-market motions, aligning teams around a cohesive growth strategy. The VP, Expansion will partner closely with Sales, Product, and Operations leaders across the portfolio to identify opportunities, streamline execution, and drive measurable revenue outcomes.

• Expansion Strategy & Revenue Ownership
  • Own and drive cross-sell, upsell, and renewal revenue across all Cordance business units
  • Develop and execute a portfolio-wide expansion strategy across multiple industries and product lines
  • Identify and prioritize high-impact growth opportunities within the existing customer base
• Cross-Business Unit Alignment
  • Align go-to-market teams across business units to drive coordinated account strategies
  • Break down silos and establish consistent processes for identifying and executing expansion opportunities
  • Ensure clear ownership, accountability, and collaboration across teams
• Customer Lifecycle Management
  • Oversee renewal strategy and execution to maximize retention and reduce churn
  • Improve adoption, engagement, and long-term value realization
  • Develop lifecycle-based playbooks to drive expansion at key customer milestones
• Execution & Pipeline Management
  • Build and manage expansion pipeline, with accurate forecasting across products and business units
  • Establish and track KPIs (net revenue retention, expansion ARR, renewal rates)
  • Improve conversion rates through structured processes, enablement, and performance management
• Product & Packaging Alignment
  • Partner with Product and Pricing teams to refine packaging, bundling, and pricing strategies that enable expansion
  • Identify portfolio gaps or friction points that limit cross-sell and influence roadmap priorities
• Systems & Data Optimization
  • Ensure visibility into customer data, usage, and expansion signals across platforms
  • Leverage analytics to identify opportunities and improve targeting and timing
  • Drive CRM and tooling alignment to support multi-product, multi-BU selling
• Team Leadership & Organizational Design
  • Build and lead a high-performing expansion organization (account management, renewals, or hybrid roles)
  • Define roles, incentives, and compensation structures aligned to expansion goals
  • Foster a culture of accountability, collaboration, and customer-centric growth

• Expansion Strategy & Revenue Growth – Drives cross-sell, upsell, and renewal performance across a diverse portfolio
• Multi-Business Unit Leadership – Effectively operates across varied industries, products, and go-to-market models
• Customer Lifecycle Expertise – Understands retention, adoption, and expansion dynamics across different customer types
• Data-Driven Execution – Uses metrics and insights to prioritize opportunities and improve outcomes
• Cross-Functional Influence – Aligns Sales, Product, and Operations across the organization
• Commercial Acumen – Strong understanding of pricing, packaging, and deal structuring across different business models
• Process & Systems Orientation – Builds scalable processes and leverages tools to support growth
• Execution & Accountability – Delivers results with clear ownership and operational rigor
• Builder Mindset / Operational Design – Able to create scalable playbooks, processes, and organizational structure from the ground up in complex or evolving environments

Experience:

• 10–15+ years of experience in revenue leadership roles (e.g., expansion, account management, customer success, or sales)
• Experience within a software/SaaS environment
• Proven track record of driving net revenue retention through cross-sell, upsell, and renewals
• Experience operating across multiple products, business units, or industries
• Demonstrated success navigating complex organizational structures and aligning diverse stakeholders
• Strong analytical, forecasting, and pipeline management skills
• Experience building and scaling high-performing revenue teams
• Experience designing and implementing scalable playbooks, operating cadences, and cross-functional workflows
• Bachelor’s degree required

• Experience in portfolio or multi-vertical organizations (e.g., private equity-backed or holding company environments)
• Experience aligning product packaging and pricing with expansion strategy across varied offerings
• Familiarity with CRM systems and tools supporting multi-product selling
• MBA or advanced degree