Expansion Manager (Add On Products)

Please Note: This is a Utah-based hybrid position which will require some regular in-office days each week. Additionally, employment with BambooHR is contingent on passing both a background and credit check. 

AI at BambooHR
At BambooHR, we’re all about setting people free to do great work, and we believe AI is a powerful partner in that mission. We’re leaning into intelligent tools to streamline our workflows, giving us more time for high-impact innovation. We look for curious, forward-thinking people who are ready to explore how AI can elevate their work and help us reimagine the future of HR.

Essential Job Duties

As the Manager, Expansion (Add On Products) at BambooHR, you’ll lead and develop a team of Product Specialists who bring our add-on solutions—Payroll, Benefits Administration, and Time Tracking—to life for both new and existing customers.

This is a hands-on leadership role for someone who can balance people development, deal strategy, and operational rigor. You’ll build a high-performing specialist team that shows up confidently in complex sales moments, partners seamlessly with AEs and AEEs, and helps customers clearly understand the value of expanding their BambooHR footprint.

You’ll set the vision for how specialist support shows up in deals, coach your team through high-impact moments, and partner closely with Sales, Enablement, Product, and CX to continuously improve how we sell and support add-ons.

You will:

Lead & Develop a High-Performing Team

• Hire, onboard, and coach Product Specialists supporting add-on sales across Acquisition and Expansion
• Provide regular coaching through call reviews, deal strategy sessions, and feedback focused on consultative selling, demos, and value articulation
• Create a culture of accountability, learning, and shared wins
• Set clear expectations around performance, engagement, availability, and pipeline ownership

Drive Add-On Sales Strategy & Execution

• Own the specialist motion for Payroll, Benefits Administration, and Time Tracking
• Partner with Sales leadership to align on when and how specialists are deployed to maximize deal quality and win rates
• Coach specialists through complex, multi-product, multi-stakeholder deals
• Step into high-impact or escalated deals when needed

Pipeline, Performance & Forecasting

• Oversee specialist-supported pipeline health, prioritization, and forecasting
• Monitor key KPIs (attach rates, conversion, responsiveness, demo effectiveness) and act on trends
• Ensure strong Salesforce hygiene and predictable reporting

Cross-Functional Collaboration

• Partner with Acquisition, Expansion, Enablement, Product, and CX to improve messaging, demos, and workflows
• Work with Enablement to identify skill gaps and shape ongoing training
• Serve as the voice of the field for add-on specialists

Lead by Example

• Maintain strong product knowledge and sales acumen
• Model BambooHR’s value-based selling approach in coaching and communication
  Show up as a trusted partner, calm problem-solver, and advocate for your team and customers

What You Need to Get the Job Done:

• 2-3+ years sales leadership experience 
• Experience supporting or selling complex, multi-product SaaS solutions
• Strong coaching and feedback skills with a track record of developing early-to-mid career sellers
• Ability to influence cross-functionally without direct authority
• Clear, confident communicator who can simplify complex concepts
• Strong operational discipline around pipeline, forecasting, and performance
• Must reside in (or be willing to relocate to) Utah

What Will Make Us REALLY Love You:

• A true player-coach mindset
• Proa