Senior Manager, Customer Expansion

About the Role

As we scale our post-sale organization, we’re seeking a Senior Manager, Customer Expansion to build and lead our expansion motion across Dandy’s existing customer base.

The team combines proactive BDR-led outbound with high-touch events, training, and field motions that help customers adopt additional products and unlock more value from Dandy.

This role is equal parts strategic builder and people leader. You’ll build the operating model and playbooks, lead through frontline managers across BDR and STS teams, and partner closely with Account Management, Training, Sales, Marketing, and RevOps to make expansion a repeatable, scalable revenue motion.

We’re looking for a strong operator who knows how to build teams, create clarity, coach leaders, and get things done. This isn’t about running an existing sales machine—we’re looking for someone who can build one.

What You'll Do

• Build and lead the Expansion organization, developing a high-performing team through frontline leaders across BDR and STS (Sales & Training Specialist) functions

• Develop and refine repeatable expansion playbooks across Dandy’s product portfolio, from customer identification and outbound through product education and activation

• Build the BDR-to-STS motion and the playbook for events, in-person trainings, and other high-touch expansion opportunities

• Establish the team's operating cadence, metrics, and accountability systems, using leading indicators to identify gaps and drive action

• Partner with Account Management, Sales, Training, Marketing, Product, and RevOps to identify opportunities and remove friction from the expansion journey

• Build feedback loops to understand what is working, where customers are getting stuck, and which motions should scale

• Test, iterate, and operationalize new expansion motions as the business evolves

What We're Looking For

• 5+ years of B2B sales, customer growth, or related commercial experience, with 3+ years managing and developing sales teams and frontline leaders

• Proven track record of building and scaling teams, ideally in a high-growth or evolving environment

• Strong operational discipline—you naturally bring structure to ambiguous problems, establish clear metrics, and follow through on execution

• Strong commercial instincts and an understanding of how to translate customer engagement into revenue, adoption, and retention

• Strong ability to build processes, playbooks, and operating rhythms from scratch

• High agency and a bias toward action

• Excellent cross-functional communication and ability to operate effectively across strategy and execution

Bonus Points For

• Experience building an expansion, cross-sell, account growth, or customer revenue motion

• Experience managing BDR and/or STS teams through frontline leaders

• Experience with events, field sales, customer training, or other high-touch commercial motions

• Experience operating across both SMB and Enterprise

• Familiarity with dental, healthcare, SaaS, or other recurring-revenue businesses