The posting
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 customer growth rather than transactional selling.
- Navigate complex organizational structures and sales cycles across large multinational enterprises and government organizations.
Customer Engagement and Value Realization
- Maintain consistent engagement with assigned customers throughout the year to understand evolving business priorities, technical needs, and expansion potential.
- Lead and participate in quarterly business reviews, product roadmap discussions, feature-release updates, consumption reviews, and strategic account planning sessions.
- Maintain visibility into customer adoption, consumption, use cases, satisfaction, and overall account health to identify both growth opportunities and potential risks.
- Partner with Customer Success, Account Management, Renewal Sales, and other stakeholders to ensure customers realize the expected value from their DomainTools solutions.
- Identify opportunities to increase product adoption and expand the use of DomainTools across additional teams and workflows.
- Support seamless customer transitions and handoffs across New Logo, Expansion, and Renewal Sales motions.
- Serve as a customer advocate internally by communicating customer requirements, product feedback, emerging use cases, competitive intelligence, and market trends.
- Partner with Renewal Sales to maintain strong customer relationships and support successful, on-time renewals.
- Proactively address customer concerns and coordinate internal resources to maintain customer confidence and momentum.
Pipeline, Forecasting, and Operational Excellence
- Maintain rigorous pipeline management, opportunity qualification, and forecasting discipline across the assigned book of business.
- Deliver accurate, timely, and predictable forecasts to sales leadership.
- Maintain complete and accurate customer, pipeline, opportunity, account health, and forecasting data in Salesforce, Gainsight, and other designated systems.
- Monitor pipeline quality, quantity, velocity, conversion, and coverage and take corrective action when performance falls below expectations.
- Consistently execute against forecasted commitments and clearly communicate changes that could affect expected business results.
- Keep sales leadership informed of significant opportunities, customer risks, competitive developments, and other factors that may affect expansion revenue.
- Use customer, product-consumption, and pipeline data to prioritize accounts and identify expansion opportunities.
- Follow DomainTools’ sales methodology, qualification standards, opportunity-management requirements, and forecasting processes.
- Maintain strong documentation of customer interactions, next steps, decision criteria, stakeholders, and mutual action plans.
- Demonstrate accountability for assigned goals, customer engagement expectations, and business outcomes.
Cross-Functional Collaboration
- Partner closely with New Logo Sales and Renewal Sales to create a seamless customer lifecycle and maintain clearly defined ownership across sales motions.
- Collaborate with Sales Engineering to develop technical strategies, demonstrate solution value, validate use cases, and define successful customer outcomes.
- Work with Customer Success and Account Management to understand customer adoption, consumption, satisfaction, and potential areas for growth.
- Collaborate with Marketing to identify and execute customer expansion campaigns, programs, events, and targeted account initiatives.
- Partner with Partner Alliances and channel teams to identify opportunities for joint account development and expansion.
- Collaborate with Product to communicate customer feedback, emerging requirements, competitive intelligence, and opportunities for additional use cases.
- Work closely with Sales Operations and sales leadership to maintain effective territory planning, pipeline management, forecasting, and performance measurement.
- Coordinate internal resources to support complex customer opportunities and deliver a consistent, high-quality customer experience.
- Represent DomainTools at customer meetings, industry events, trade shows, and company events as required.
- Contribute to a collaborative, accountable, and customer-focused go-to-market culture.
Requirements
- Sales Experience & Impact: 5+ years of enterprise SaaS sales or strategic account management experience, with a proven track record of exceeding quotas and closing six-figure expansion deals within Global/Fortune 100 organizations.
- Domain Expertise: Deep knowledge of the cybersecurity landscape (Threat Intelligence, DNS, or Internet infrastructure) and the business drivers influencing enterprise security investments.
- Strategic Methodology: Expert application of consultative sales frameworks (MEDDPICC, Command of the Message, or Challenger) to conduct discovery, build ROI-based business cases, and navigate complex multinational sales cycles.
- Executive Engagement: Exceptional communication and negotiation skills with the ability to build trusted relationships and influence C-level executives and technical stakeholders across multiple departments.
- Operational Rigor: Strong analytical approach to territory planning, pipeline management, and forecasting using Salesforce and Gainsight.
- Collaborative Mindset: Ability to orchestrate cross-functional teams (SE, CS, Marketing, Product) and work autonomously in a fast-paced, high-growth environment; willingness to travel for customer engagement.
- Ability to Travel: Easy access to Seattle, Southern California, Chicago or Boston airports.
What Success Looks Like
Success in this role will be measured by the ability to:
- Meet or exceed assigned expansion bookings and quota targets.
- Generate and maintain healthy, predictable expansion pipeline coverage.
- Increase the adoption, consumption, and penetration of DomainTools solutions across assigned accounts.
- Expand relationships into additional departments, business units, use cases, and executive stakeholders.
- Identify and close larger, more strategic expansion transactions.
- Improve pipeline conversion, opportunity velocity, and forecast accuracy.
- Develop compelling business cases that connect DomainTools capabilities to measurable customer outcomes.
- Maintain consistent customer engagement and support long-term retention.
- Establish trusted relationships with executive, technical, procurement, and business stakeholders.
- Deliver accurate forecasts and maintain strong CRM and opportunity-management discipline.
- Independently manage a complex book of business while effectively coordinating internal resources.
- Collaborate across the go-to-market organization to maximize customer value and expansion revenue.
Benefits
DomainTools is the global leader for Internet intelligence and the first place security practitioners go when they need to know. The world’s most advanced security teams use our solutions to identify external risks, investigate threats, and proactively protect their organizations in a constantly evolving threat landscape. DomainTools constantly monitors the Internet and brings together the most comprehensive and trusted domain website and DNS data to provide immediate context and machine-learning driven risk analytics delivered in near real-time.
DomainTools offers a comprehensive benefits package to our employees that includes fully paid medical, dental and vision insurance premiums, a 401k retirement plan with company matching, basic life insurance, flexible PTO and additional well-being benefits.
DomainTools embraces diversity, equity and inclusion to its fullest as an equal opportunity employer. We build our teams so creativity and innovation can flourish. We believe inclusivity and equity fosters innovation and growth, and we harness this mindset to drive a culture that serves our employees and our customers. We encourage people of all backgrounds, ages, perspectives and skill sets to apply; and do not discriminate based on age, religion, color, national origin, gender, sexual orientation, gender identity, marital status, veteran status, disability or any other characteristic protected by law.
