Expansion and Pay Sales Development Representative

granum; United States; Remote; USD 55,000 - 90,000; Full time

Job summary

Granum is seeking an Expansion & Pay SDR to engage our existing customer base and uncover untapped value by promoting invoicing and payments features. You’ll drive adoption, build expansion opportunities, and coordinate with Customer Success to deepen relationships.

As a natural relationship-builder, you’ll leverage trust with current clients to book expansion meetings, qualify opportunities, and push for revenue growth. This is a remote US-based role with growth potential.

Qualifications

• Previous experience in sales, customer success, or account management is a plus.
• Personable, energetic, and genuinely enjoy talking to people.
• Natural conversationalist who can move from small talk to business discussions.
• Goals-oriented and motivated by hitting numbers.
• Organized and disciplined for high-volume outreach.
• Thrives in a fast-paced, collaborative environment and responds well to feedback.
• Able to learn product quickly and discuss it confidently.

Responsibilities

• Call into our existing customer base to identify and qualify expansion opportunities, focusing on upsell and cross-sell of invoicing and payments.
• Drive adoption conversations with clients who haven't activated key Granum features.
• Qualify and book expansion meetings for the Customer Success team, building pipeline from the existing book of business.
• Run high-volume outreach with phone-first approach, supplemented by email and sequences.
• Partner with Payment and Customer Success to identify expansion signals and coordinate warm handoffs.
• Track activity, pipeline, and outcomes in Salesforce with accuracy.
• Stay sharp on invoicing and payments product to address objections confidently.

Skills

Sales experience

Communication

Organized

CRM (Salesforce)

Tools

Salesforce

Job description

What Makes Us Stand Out

Granum is the leading software company devoted to serving landscapers and arborists across North America, providing intuitive, industry-specific solutions designed to help them improve and grow their businesses while impressing their customers. Granum brings together three of the most trusted software names in the industry - LMN, SingleOps, and Greenius - into one powerful software ecosystem. More than just a software company, Granum works alongside its clients to implement systems for estimating, scheduling, crew training, invoicing, and payments, blending technology with hands‑on onboarding and human support. The company's mission is to help industry professionals unlock their potential and achieve their most important goals, all united by the belief that its clients' success is not just a milestone, but a shared mission.

As a team, we're on a mission to reshape an age-old industry, and we're looking for people who thrive on challenging and meaningful work. Our environment is highly collaborative, innovative, and supportive, with a shared commitment to having fun while making an impact. We live by our core values: We Before Me, Bias to Act, The Extra 1%, Accountable to Outcomes, Unconditional Transparency, and Forgiveness . If this resonates with you, we'd love to meet you and explore how you can help us build the future of the green industry!

Our culture and growth has been recognized with multiple awards, it's a great time to join!

• Comparably 2024 #23/100 Best (small/ medium sized companies) Leadership Teams
• Comparably 2024 #63/75 (small/ medium sized companies) Happiest Employees
• #9 Atlanta Business Chronicle's 2024 Best Places to Work (Our second year in a row!)
• #6 of Built In's 2024 Best Places to Work: Top 50 start-ups in Atlanta (Our second year in a row!)
• Inc Magazine's 2023 Best Places to Work
• Inc. 5000: #131 of 2024 Southeast Regional America's Fastest Growing Companies . (Our third year in a row!)
• Inc 5000 America's fastest-growing private companies (Our third year in a row!)
• Certified Great Place to Work Canada 2024

About the Role

Our existing clients have already bet on Granum, and this role exists to make sure they're getting everything they came for. As an Expansion & Pay SDR, you'll be calling into our current customer base to uncover untapped value: connecting clients to products they're not yet using, driving adoption of our invoicing and payments solution, and generating expansion revenue by deepening the relationship.

This isn't cold calling into a cold market. You're reaching people who already know us, which means conversations start with trust and move faster when you bring the right energy and the right story. You'll work closely with Customer Success, Onboarding, and the payments team to identify the right moments to engage and make sure clients land on the full platform.

You're a natural relationship-builder who gets energized by helping people see what's possible. You ask good questions, listen closely, and know how to connect a client's current frustrations to a solution that's already inside their account.

What You'll Do

• Call into our existing customer base to identify and qualify expansion opportunities, with a focus on upsell and cross-sell of the invoicing and payments product
• Drive adoption conversations with clients who haven't yet activated key Granum features
• Qualify and book expansion meetings for the Customer Success team, building pipeline from within the existing book of business
• Run high-volume outreach, phone-first with email and sequences as support, staying organized and consistent in your activity
• Partner with the Payment team and Customer Success to identify expansion signals and coordinate warm handoffs
• Track activity, pipeline, and outcomes in Salesforce with accuracy and discipline
• Stay sharp on the invoicing and payments product so you can speak to it confidently and handle common objections in the moment
• Share what messaging is landing, what objections you're hearing, and what's moving clients to act

Does This Sound Like You

• Previous experience in sales, customer success, or account management is a plus, especially if you've had upsell or expansion conversations
• You're personable, energetic, and genuinely enjoy talking to people
• You're a natural conversationalist who can move from small talk to a real business conversation without it feeling forced
• You're goals-oriented and motivated by hitting numbers
• You're organized and disciplined, because high-volume outreach requires a system
• You work well in a fast-paced, collaborative environment and take feedback well
• You can pick up a product quickly and speak to it with confidence
• You're looking to build a career in sales and see this as a launchpad

Compensation

• Canada-based candidates: Base $65-70,000 CAD + $20,000 CAD on target commission
• US-based candidates: Base $55-60,000 USD + $30,000 USD on target commission
• #LI-Remote