Sales Development Representative, Account Expansion (Existing Customers)

LMN; United States; Remote; USD 55,000 - 60,000; Full time

Benefits offered by this job

Unlimited PTO

Paid company holidays

Winter break Dec 24–Jan 1

401(k) matching (US)

RRSP matching (Canada)

Career development support

Job summary

Granum is hiring as the founding Sales Development Representative for Account Expansion and LMN Pay. You will engage with existing clients to drive expansion, focusing on invoicing and payments, and deepen relationships to unlock value within their accounts.

As the first in this role, you’ll help shape messaging, collaborate with Success and Payments teams, and build the playbook for successful expansion across North American clients.

Qualifications

• Experience in sales, customer success, or account management with upsell or expansion focus.
• Excellent communication and relationship-building skills.
• Ability to move conversations from intro to business outcomes with clients.

Responsibilities

• Call into existing customer base to identify expansion opportunities.
• Drive adoption conversations for invoicing and payments features.
• Qualify and book expansion meetings for Customer Success.
• Run high-volume outreach with phone-first approach and email sequences.
• Partner with Payment and Customer Success to identify expansion signals.
• Track activity and pipeline in Salesforce with accuracy.
• Stay knowledgeable about invoicing and payments to handle objections.
• Share feedback on messaging and client movement to act.

Skills

Sales experience

Customer success

Strong communication

Team collaboration

Salesforce experience

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 the founding Sales Development Representative for Account Expansion and LMN Pay, you’ll call 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 report into the Sr. Director of Sales and 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. As our first person in this role, you’ll also help shape the playbook, from the messaging to how we hand off to Customer Success.

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, 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 numbersYou'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

A few ways to stand out

• Experience selling payments solutions to SMBs
• Experience selling into the green industry (landscape, tree care, snow and ice removal)
• Experience in B2B SaaS sales

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

Reasons why you would love it here!

• Join a team culture that’s all about collaboration, support, and having fun while making a real impact every day.
• In the U.S., we offer comprehensive medical, dental, and vision coverage with multiple plan options, plus additional add ons like HSA/FSA accounts, disability and life insurance, and more.
• In Canada, we provide an employer-funded HSA-based benefits plan with drug, dental, and mental health coverage - giving you a flexible way to manage your healthcare needs.
• We're committed to your financial future, with 401(k) matching for U.S. employees and RRSP matching for those in Canada.
• We invest in your growth through tailored career development conversations and support for tools, courses, and resources to help you thrive.
• And when it comes to work-life balance? We offer unlimited Paid Time Off, paid company holidays, and a company-wide winter break from December 24 to January 1 - so you can truly recharge.

Granum does not sponsor work authorization needs; candidates must have proper work authorization to work for any employer in Canada or the U.S, without sponsorship from the company.

Granum is an Equal Employment Opportunity and Aff

Granum participates in the federal E-Verify program.

Granum is committed to providing accessible employment opportunities in accordance with the Accessibility for Ontarians with Disabilities Act, 2005. Granum reserves the right to change job descriptions as per the needs of the organization. For accommodation requests, please contact [e-mail]