Senior Manager, Customer Expansion

Dandy is transforming dental practices through technology and support. The Senior Manager, Customer Expansion will build and lead a scalable expansion organization, developing teams, playbooks, and operating systems that help existing customers adopt additional products and generate more value.

Responsibilities:

• Build and lead the Expansion organization, developing a high-performing team through frontline leaders across BDR and STS (Sales & Training Specialist) functions
• Develop and refine repeatable expansion playbooks across Dandy’s product portfolio, from customer identification and outbound through product education and activation
• Build the BDR-to-STS motion and the playbook for events, in-person trainings, and other high-touch expansion opportunities
• Establish the team's operating cadence, metrics, and accountability systems, using leading indicators to identify gaps and drive action
• Partner with Account Management, Sales, Training, Marketing, Product, and RevOps to identify opportunities and remove friction from the expansion journey
• Build feedback loops to understand what is working, where customers are getting stuck, and which motions should scale
• Test, iterate, and operationalize new expansion motions as the business evolves

Requirements:

• 5+ years of B2B sales, customer growth, or related commercial experience, with 3+ years managing and developing sales teams and frontline leaders
• Strong operational discipline—you naturally bring structure to ambiguous problems, establish clear metrics, and follow through on execution
• Strong commercial instincts and an understanding of how to translate customer engagement into revenue, adoption, and retention
• Strong ability to build processes, playbooks, and operating rhythms from scratch
• High agency and a bias toward action
• Excellent cross-functional communication and ability to operate effectively across strategy and execution
• Proven track record of building and scaling teams, ideally in a high-growth or evolving environment
• Experience building an expansion, cross-sell, account growth, or customer revenue motion
• Experience managing BDR and/or STS teams through frontline leaders
• Experience with events, field sales, customer training, or other high-touch commercial motions
• Experience operating across both SMB and Enterprise
• Familiarity with dental, healthcare, SaaS, or other recurring-revenue businesses