Vice President, Customer Growth

Job description

Vice President, Customer Growth AbsenceSoft is looking for a VP, Customer Growth to lead the revenue engine that drives value from our existing customer base. This is a sales-focused leadership role owning renewals, upsell, cross-sell, and account expansion across our full customer portfolio — from Mid Market employers to large enterprises and TPAs. You'll build, coach, and scale a team of Account Managers, setting quotas and pipeline targets while personally driving high-stakes renewal and expansion negotiations with key accounts. Working closely with Customer Success, Product, and Marketing, you'll ensure that product adoption and customer health translate into measurable growth revenue. The ideal candidate is a results-driven commercial leader with a deep track record of exceeding renewal and expansion targets and building high-performing quota-carrying teams. What You'll Do Define and execute a revenue growth strategy for our existing customer base, focused on renewals, upsell, cross-sell, and account expansion. Lead, coach, and scale a team of Account Managers, setting quotas, pipeline targets, and performance metrics tied directly to renewal and expansion revenue. Own the renewal process end-to-end, driving on-time renewal rates and negotiating contract terms across the customer base. Identify and execute upsell and cross-sell opportunities within existing accounts, partnering with Product and Marketing to align offerings to customer needs. Partner closely with Customer Success leadership on account health signals and adoption data to inform expansion strategy and timing. Build and manage forecasting and pipeline reporting for the Account Management function, reporting regularly to executive leadership on renewal and growth performance. Develop account segmentation and territory or account portfolio assignment strategies to maximize coverage and revenue potential across Mid Market, enterprise, and TPA accounts. Establish and monitor KPIs such as renewal rate, net revenue retention, and upsell/cross-sell attainment, adjusting strategy as needed. Cultivate executive-level relationships with key accounts to support high-stakes renewal and expansion negotiations. Collaborate with Sales leadership on smooth account handoffs as new customers transition into the existing base. Coach the team on MEDDPICC methodology and ensure it's applied consistently across deal reviews and pipeline management to improve forecast accuracy and win rates. Maintain Salesforce data hygiene and enforce CRM discipline across the team, ensuring pipeline, opportunity, and account data stay accurate and up to date. Participate in a highly compliant environment, assisting to maintain company controls and security within your job role. Assist in maintaining applicable organizational security and compliance controls within your department, role, and subordinates' roles. Other duties as assigned. What'll Set You Up for Success: Required Skills: 12+ years of experience in Account Management, Sales, or Customer Success leadership in B2B SaaS, with direct ownership of renewal and expansion revenue targets. 8+ years of people leadership experience, including building and scaling a quota-carrying team against renewal, upsell, and cross-sell goals. Experience building or significantly evolving an Account Management or renewals-focused sales function. Strong negotiation skills and experience managing high-stakes contract renewals with executive-level stakeholders. Comfort with CRM, sales engagement, and customer success tools (e.g., Salesforce, Salesforce CPQ, Gong, ChurnZero) and using data to manage pipeline and performance. Excellent verbal and written communication skills, with executive-level presentation and influencing ability. Preferred Skills: Experience in the HR technology ecosystem (HRIS, payroll, or leave technologies). Experience partnering with a Customer Success organization in a shared-ownership or hand-off model. Background in compliance-driven or highly regulated SaaS industries. MBA or advanced degree in Business or a related field. Key Skills & Behaviors: Results-driven commercial leader with a proven track record of exceeding renewal and expansion revenue targets. Strong people leader who builds, coaches, and scales high-performing quota-carrying Account Management teams. Strategic operator who translates customer health and adoption data into revenue growth opportunities. Skilled negotiator with experience managing high-stakes contract renewals with executive-level stakeholders. Data-driven decision maker who uses CRM and pipeline data to manage team performance and forecast accurately. Collaborative cross-functional partner who aligns Customer Success, Product, and Marketing around customer growth. Executive presence with the ability to build and maintain relationships at the C-suite level. Why join us At AbsenceSoft, we LEAD with our values: Lead with Innovation - We create meaningful change through intelligence, focus and passion. We embrace curiosity, data, and insight to shape the future of our industry. Always innovating, learning and evolving. Elevate Every Voice - Every perspective matters. We listen, learn, and build a culture where diversity of thought and experience drives better solutions and smarter decisions. Achieve Together - The customer fuels everything we do. We share knowledge, collaborate, celebrate wins, and face challenges as one team because success is always a collective achievement. Drive Outcome - Every action we take delivers measurable value to our teams, our customers, and the employees they support. Accountability is non-negotiable. We honor our commitments, take responsibility for results, and see every success and setback as a chance to grow stronger. We offer: Impact that matters. You’ll do work that shapes the future of the modern workplace Flexibility and trust. We’re remote-first and results driven. You’ll have the freedom and flexibility to do your best work, wherever you do it best. Growth and development. We believe the best work happens when people are growing. You’ll have access to learning resources, leadership programs, and real opportunities to take on new challenges and expand your impact. Competitive rewards. We offer comprehensive benefits, a performance-based bonus program, and equity opportunities – because when we grow, you should too. Time for life. Recharge and reconnect with flexible time off, paid holidays, and flexible leave programs designed to support every season of life. Belonging and balance. We’re building an inclusive culture where every voice is valued, collaboration is celebrated, and success is shared. We’re committed to building a team as diverse as the customers we serve. If your experience doesn’t align perfectly with every qualification, we still encourage you to apply you might be exactly what we’re looking for. If this sounds like a fit, apply today, we’d love to meet you! Final compensation is determined based on a candidate's relevant experience, skills, education, and geographic location. This position is also eligible for annual bonus. The base compensation for this role is: $224,000 USD + Bonus + Benefits At AbsenceSoft, we’re transforming the employee experience. Our secure, intuitive technology helps employers bring humanity, certainty, and efficiency to some of the most complex moments in the workplace. Built by HR professionals for HR professionals, we’re proud of where we’ve been and even more excited about where we’re going.