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Salary: USD 160,000 - 200,000 / annual
Juniper Square is a leading operations platform for private markets, serving 2,300+ GPs with unified technology, data, and fund administration services. The company manages $300B+ in assets under administration and has 700,000+ LPs on platform. With 1,000+ employees and $350M+ in funding, Juniper Square is building AI-powered infrastructure to reshape how private markets operate.
You will lead the expansion organization as Director of Expansion & Powered Admin Services, reporting to the Head of Sales. This is a build role with two connected mandates: (1) driving expansion across the installed base through cross-selling GPX products into existing customers and Fund Administration clients, and (2) establishing Powered Admin Services, an emerging channel where third-party fund administrators license or white-label Juniper Square technology to reach their GP clients at near-zero acquisition cost.
You will own and deliver an expansion ARR quota as a working seller from day one, running your own deals while building and leading a team of dedicated expansion sellers. Key responsibilities include: assessing the installed base and defining what's sellable; building wallet-share and whitespace analysis programs; setting qualification bars and creating repeatable plays per product; operationalizing lead flow from Fund Administration and Customer Success signals; defining adoption-first selling strategies; sizing and scoping the Powered Admin Services market; identifying buyers and running initial conversations; building the team and owning ramp plans and deal coaching; establishing operating cadences with Customer Success, Fund Administration, and asset-class sales leaders; enforcing clean account-ownership rules; feeding Marketing with expansion campaign segments; owning the expansion dashboard and metrics; and embedding AI as core infrastructure for whitespace scoring, account planning, and signal detection.
This role requires a player-coach operating style (roughly 10% strategy, 90% execution), comfort with ambiguity, and fluency in Salesforce. You will work across 27 U.S. states, 2 Canadian provinces, India, Luxembourg, and England, with physical offices in San Francisco, New York City, Mumbai, and Bangalore. The company offers a digital-first hybrid workplace model.
REQUIREMENTS:
- 8+ years in SaaS or fintech revenue roles with meaningful time in expansion or installed-base selling, and a track record of carrying and hitting quota
- Experience building a land-and-expand or installed-base motion (ideally more than once): usage-based lead scoring, adoption-first selling, cross-functional selling through Customer Success and services teams
- People-leadership experience, including building a small team from zero, with willingness to stay hands-on in deals
- Player-coach operating style: roughly 10% strategy, 90% execution; will be in accounts, not above them
- Comfortable in ambiguity; one motion does not exist yet, the other inherits rules still being reconciled
- Fluent in Salesforce as the operating system for the motion; able to define requirements for RevOps and data tooling
- Demonstrated use of AI to create real efficiency in a revenue organization (workflow redesign, not tool adoption alone)
STRONG PLUS:
- Experience selling technology to fund administrators or from inside a company that does; Customer Success or expansion background at SaaS serving fund administrators is close to ideal
- Private markets experience or experience selling financial technology at scale into institutional buyers
- Exposure to selling alongside a services organization where margin, capacity, and delivery constraints shape deals
- Experience standing up a white-label, OEM, or powered-by partnership motion
