Expansion Sales Manager

About this role

Compensation: $130,000–$150,000 base + $130,000–$150,000 variable (OTE $260,000–$300,000) About the Role DomainTools is looking for an experienced Expansion Sales Manager to accelerate growth within our existing customer base. This is an individual contributor role with no direct reports, responsible for managing a defined book of business and achieving expansion revenue targets through product upgrades, increased consumption, additional use cases, new departments, and broader enterprise deployments. The ideal candidate is an accomplished enterprise sales professional with a proven track record of expanding complex technology accounts and building trusted relationships with executive, business, and technical stakeholders at some of the world’s largest organizations. The Expansion Sales Manager will own the full expansion sales process within assigned accounts—from identifying and qualifying opportunities through developing business cases, negotiating commercial terms, and closing business. The role will also help customers realize continued value from DomainTools solutions by maintaining consistent engagement and aligning our capabilities to their evolving cybersecurity priorities. This role requires close partnership across New Logo Sales, Renewal Sales, Sales Engineering, Sales Operations, Marketing, Customer Success, Partner Alliances,Product and our Executive Team.. Strong cross-functional influence and orchestration are essential to success. The successful candidate will combine strategic account planning, operational rigor, executive presence, consultative selling skills, and a customer-first approach to deliver consistent expansion growth and predictable business results. Key Responsibilities Expansion Revenue and Account Ownership Own the expansion revenue target and sales quota for an assigned book of existing DomainTools customers. Identify, develop, and close expansion opportunities across product upgrades, increased consumption, additional use cases, new departments, new business units, and broader enterprise deployments. Develop and execute strategic account plans that prioritize the highest-potential growth opportunities within the assigned book of business. Manage the complete expansion sales process from prospecting and discovery through opportunity qualification, business case development, negotiation, and close. Generate and maintain sufficient pipeline coverage to support current and future expansion revenue objectives. Apply repeatable sales strategies and methodologies to produce predictable expansion bookings. Meet or exceed assigned sales targets and role-specific KPIs. Maintain ownership and accountability for the progression, accuracy, and outcome of expansion opportunities. Ability to participate and travel to required conferences and customer events. Strategic Account Growth Develop trusted-advisor relationships with key customer stakeholders, executive sponsors, technical leaders, procurement teams, and business decision-makers. Build relationships beyond existing customer champions by identifying additional stakeholders, departments, business units, and use cases within strategic accounts. Develop a comprehensive understanding of each customer’s cybersecurity environment, organizational priorities, business drivers, technical requirements, and purchasing processes. Communicate the business and technical value of DomainTools and its role within the customer’s broader security architecture. Conduct effective discovery to identify customer challenges, desired outcomes, decision criteria, competitive considerations, and opportunities for expansion. Build compelling business cases that clearly articulate customer outcomes, value realization, competitive differentiation, and justification for additional investment. Partner with Sales Engineering and customer stakeholders to define positive business and technical outcomes for expansion opportunities. Develop account strategies that support long-term custo

Skills and categories