Director of Inside Sales Growth & Expansion

Tekion; San Francisco (CA); Hybrid; USD 150,000 - 210,000; Full time

Benefits offered by this job

Competitive compensation and stock

Employer-paid health benefits

Unlimited PTO and parental leave

Growth-focused startup culture

Career development opportunities

Home-grown technology stack

Collaborative team environment

Transparent, merit-based culture

Job summary

Tekion seeks a Director of Inside Sales - Growth & Upsell to drive ARR expansion across the U.S. and Canada within the existing dealer base. Lead a scalable inside sales engine, optimize the end-to-end expansion process, and align with Customer Success, Product, Marketing, and Revenue Ops to maximize product adoption.

You will manage KPI reporting, build repeatable motions, and hire and develop a high-performing team to achieve aggressive growth targets.

Qualifications

• 8+ years of experience in inside sales, account growth, renewals, business development, sales leadership, with 5+ years leading managers and high-performing sales teams.
• Proved track record of owning and delivering expansion revenue growth within an existing customer base.
• Demonstrated success driving growth, upsell performance, cross-sell execution, and SKU penetration across current accounts.
• Strong expertise inside sales process design, pipeline management, forecasting, KPI reporting, and performance optimization.
• Experience managing performance at multiple levels, including department, product/SKU, team, and individual associate metrics.
• Highly analytical with the ability to translate performance data into actionable growth strategies and operational improvements.
• Strong cross-functional leadership skills with experience partnering across Customer Success, Account Management, Product, Marketing, and Revenue Operations.
• Deep experience with CRM systems, dashboards, and reporting tools; Salesforce expertise required.
• Bachelor's degree in Business, Sales, Marketing, or related field preferred
• Central or East Coast time zone preferred

Responsibilities

• Lead the strategy and execution for inside sales growth across Tekion's existing dealer customer base, with primary responsibility for upsell, cross-sell, ARR expansion, and SKU penetration.
• Own performance against expansion revenue targets, including growth by dealer, SKU, region, team, and individual associate.
• Build and scale a high-performing inside sales organization focused on growing revenue within current accounts through proactive outreach, value-based selling, and disciplined opportunity management.
• Develop and optimize the end-to-end sales process for customer expansion, including account prioritization, opportunity identification, outreach strategy, pipeline progression, proposal management, and close.
• Establish a rigorous operating cadence with clear department-level, SKU-level, and associate-level KPI management to drive accountability, visibility, and consistent execution.
• Monitor and analyze key metrics such as ARR growth, SKU attach rates, product penetration, pipeline creation, conversion rates, average deal size, activity productivity, forecast accuracy, and rep attainment.
• Partner closely with Customer Success, Account Management, Product, Marketing, and Revenue Operations to identify growth opportunities, align account strategies, and improve expansion outcomes.
• Design and implement targeted growth plays by product, SKU, customer segment, and business opportunity to increase adoption within the installed base.
• Provide executive-level reporting and business insights on performance, trends, risks, and opportunities across the inside sales growth function.
• Drive process standardization, CRM discipline, pipeline hygiene, and reporting accuracy to improve sales efficiency and decision-making.
• Lead organizational planning including hiring, onboarding, coaching, talent development, capacity planning, and succession planning to support long-term growth.
• Serve as a key leader within the broader go-to-market organization, influencing strategy, tooling, and cross-functional initiatives that support customer revenue expansion

Skills

Inside sales

Sales leadership

CRM (Salesforce)

KPI reporting

Forecasting

Growth strategy

Education

Bachelor's degree in Business, Sales, Marketing, or related field

Tools

Salesforce

Job description

Tekion seeks a Director of Inside Sales - Growth & Upsell to drive ARR expansion across the U.S. and Canada within the existing dealer base. Lead a scalable inside sales engine, optimize the end-to-end expansion process, and align with Customer Success, Product, Marketing, and Revenue Ops to maximize product adoption.

You will manage KPI reporting, build repeatable motions, and hire and develop a high-performing team to achieve aggressive growth targets.