Manager SMB Customer Growth And Expansion

About TCP (TimeClock Plus):    

For more than 30 years, TCP has helped organizations engage their people by providing flexible, mobile timekeeping and workforce management solutions. Trusted by tens of thousands of customers and millions of users, TCP delivers best-in-class technology and personalized support to organizations of all sizes in the public and private sector to meet their complex timekeeping, employee scheduling, leave management and other workforce needs. Growth is happening and our vision for a successful future is clear - We’d love for you to join us on this journey! For more information on TCP, visit www.tcpsoftware.com or follow us on LinkedIn or Facebook. 

This role leads a team of Associate Growth Account Executives selling expansion business into TCP’s small business install base, from Lahore. The Growth team expands within the install base by finding new buying groups in these accounts: new departments, new locations, and buyers of the products the account does not own yet. Buyers are owners, office managers, and department leaders, and the average deal cycle is short. Account adoption, retention, and renewal sit with the Customer Success team, so this is a pure expansion selling team. 

As a Manager, SMB Growth, you will:    

• Own the team’s bookings number and accurately forecast it inside a tight variance. 

• Hire Associate Growth Account Executives and ramp them to full productivity. 

• Coach sellers to find new buying groups inside paying accounts, across departments and locations. 

• Coach sellers to quantify what the customer’s current process costs, so an expansion has a business reason behind it. 

• Hold self-sources opportunity creation as the team’s primary weekly measure and grow average deal size. 

• Partner internally: Build industry plays with Sales Enablement and work with Customer Success on account health ahead of expansion conversations. 

• Manage performance directly, own rep retention, and run a daily and weekly management cadence. 

How this role leads:    

• Use deal reviews to find the skill gap, then coach the skill. 

• Coach on the call. A high-volume book rewards live correction over written review. 

• Name a performance gap early enough that the seller can still fix it, put the expectation in writing, and follow up on the date you set. 

• Build talent density. Develop the next promotion on your team, and own attrition. 

• Decide on evidence. Bring pipeline and call data to the conversations that inform your decisions. 

You are a strong fit for this role if you have:  

• Three+ years selling SaaS or workforce technology, including 1+ years leading a quota-carrying team. 

• Experience leading a team that sells to US-based buyers from outside the US, and fluent business English. 

• A record of hiring and ramping a sales team and sales coaching skills with sellers who improved under your management. 

• Expansion selling experience with examples of new buying groups won beyond the initial sale. 

• A record of coaching sellers to quantify a business case rather than present features. 

• Comfort running a high-volume motion. 

• Salesforce discipline, forecast accuracy, and use of conversation intelligence as a coaching tool. 

• Residence in Lahore or willingness to relocate, and availability to work on site with the team. 

Bonus points:  

• Experience with Commercial industry-aligned or verticalized coverage models 

• MEDDPICC or an equivalent qualification methodology 

• Background in workforce management, scheduling, HCM, or payroll software 

Physical Requirements:  

• Prolonged periods sitting at a desk and working on a computer. 

• Must be able to lift up to 15 pounds at times. 

Benefits:  

• Competitive salary 

• 20 Days of PTO (Paid Time Off) and 13 days of companywide holidays 

• 8 hours to volunteer and impact the community 

• Comprehensive benefits (Health/Dental/Vision/ 401K) 

• Employee Choice Pre-Tax Benefit 

TCP is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.