Modernization and Expansion Regional Manager

As part of the newly formed Modernization & Expansion Team within Sales, the Regional Manager will play a critical role in modernizing the technology stack, driving renewal success, reducing churn, and unlocking incremental growth within our existing customer base. The person will act as a strategic partner, planning ahead and partnering closely with Account Executives and PDMs to analyze, prioritize, and execute on Move Up as well as upsell and crossell expansion opportunities. Driving the conversion of existing customers to our new solutions will be a key element of the role.

This individual will support field sales teams by identifying and prioritizing customer opportunities, analyzing churn risk, mapping account ownership, and preparing actionable guidance and materials for account executives (AEs). They will act as a critical operational layer ensuring that Move Up motions are executed effectively and consistently across regions. They will enable the AE and PDMs to take customer intimacy to a new level.

The role reports into the Director, Modernization & Expansion and works cross-functionally with Sales, Renewals, Operations, Customer Success, Strategy, Marketing and Partner teams to reduce churn risk and improve pipeline maturity.

Key Responsibilities

• Opportunity Management & Risk Analysis:
• Analyze regional renewal timelines, ARR potential, churn risk indicators, and customer sentiment.
• Prioritize opportunities with the highest risk or growth potential and propose actionable plans for sales teams.
• Proactively follow up with sales teams to drive updates and maintain hygiene in the pipeline.
• Facilitate "war room" sessions with key stakeholders to drive action on strategic opportunities.
• Structure deals that truly foster innovation, modernization and growth
• Cohort & Segment Strategy:
• Identify customer segments or cohorts that require special execution approaches — such as constrained capacity, unique partner involvement, or specialized expertise (e.g. Zia supporting direct accounts).
• Define and document rules of engagement to align sellers, partners, and support teams in these scenarios, ensuring clarity and avoiding channel conflict or misaligned expectations. Deliver structured templates, playbooks, and recommended approaches for account execution.
• Program Field Enablement
• Support internal field teams (AEs, PDMs, RVPs, Renewals) in executing Move Up motions, ensuring clarity on roles, expectations, and approach.
• Serve as the point of coordination for resolving overlaps, ownership questions, or execution gaps in these unique cases.
• Data & Reporting:
• Work with dashboards, analyze data and create reports to track Move Up performance, identify pipeline gaps, and assess platform conversion trends.
• Produce accurate, structured updates on retained vs. incremental ARR, migration progress, and forecast alignment.
• Partner Engagement & Execution:
• Segment partners based on customer concentration and potential Move Up impact; lead enablement and action planning.
• Identify non-certified or disengaged partners and either drive certification and enablement or propose alternative strategies to support platform migration.
• Support Strategic Initiatives:
• Support initiatives aimed at incentivizing customer transitions, including “customer buyout” programs, and provide actionable recommendations to leadership.
• Help structure deals that align with partner capacity and customer timelines.
• Program Alignment & Policy Feedback:
• Collaborate with the central Move Up team to provide regional insights and propose enhancements to program design and execution.
• Capture execution feedback from the field and work with central teams to adjust processes or frameworks
• Cross-Functional Collaboration:
• Work alongside AEs, RVPs, Renewals, and Partner teams to coordinate efforts and streamline execution.
• Ensure consistent adoption of best practices and program messaging across teams.

• Experience in sales operations, GTM strategy, account management, or channel programs in a SaaS environment.
• Proven ability to lead cross-functional efforts and influence without direct authority.
• Analytical skills with the ability to interpret data, dashboards, and pipeline metrics with precision.
• Excellent communication and facilitation skills, especially in coordinating with sales teams and executives.
• Comfortable operating independently with a high degree of accountability.
• Familiarity with Salesforce, Clari, Highspot, and Excel-based analysis.
• Knowledge of platform migration strategies or renewal-driven expansion models is an advantage.