Job Description
Lucid Software is the leader in visual collaboration and work acceleration, helping teams see and build the future by turning ideas into reality. Our products include the Visual Collaboration Suite (Lucidchart and Lucidspark) and airfocus. We hold true to our core values: innovation in everything we do, passion & excellence in every area, individual empowerment, initiative and ownership, and teamwork over ego. At Lucid, we value diverse perspectives and are dedicated to creating an environment and culture that is respectful and inclusive for everyone. Lucid is a hybrid workplace. We promote a healthy work-life balance by allowing employees to work remotely, from one of our offices, or a combination of the two depending on the needs of the role and team.
Since the company’s founding, Lucid Software has received numerous global and regional recognitions for its products, business, and workplace culture. These include being listed to the Forbes Cloud 100, Fast Company Most Innovative Companies, Fortune Best Workplaces in Technology, and PEOPLE’s Companies that Care. Lucid’s solutions are used by more than 100 million users across the globe, making Lucid the most used visual collaboration platform by the Fortune 500. Our customers include Google, GE, and NBC Universal, and we partner with leaders such as Google, Atlassian, and Microsoft.
We are looking for a Manager of SMB Expansion in Amsterdam who is a true “Work Acceleration” evangelist. You will lead a team of 10 SMB Account Executives to show our existing customers how to unlock the full power of our platform, driving growth through strategic cross-sell and upsell motions. We are a team of builders, and in the SMB segment, we are at the forefront of growth innovation. You won’t just be managing a team; you’ll be empowered to define how the world’s most innovative companies scale their productivity.
Responsibilities:
- Drive Incremental ARR (IARR): Your North Star is growth. You will take ownership of the existing install base, meeting and exceeding targets for cross-sell (multi-product adoption) and upsell (seat expansion).
- Scale Workflow Transformation: Demonstrate passion and excellence by showing customers how our platform eliminates friction. You will lead your team to identify where customers are “stuck” and demonstrate how Lucid accelerates their specific workflows.
- Architect the Growth Engine: Embrace innovation by developing and refining High-Velocity Playbooks. You will leverage usage data to trigger expansion conversations at the exact moment of customer readiness.
- Data-Driven Diagnosis: Use Salesforce and Tableau to perform Root Cause Analysis. You will have the initiative to identify which cross-sell plays are hitting and where the engine needs tuning.
- Iterative Coaching: Foster teamwork over ego through a Sprint-Based Coaching model. Lead weekly reviews focused on collective learning, account penetration strategies, and removing friction from the upgrading path.
- Product-Led Growth (PLG) Bridge: Act as a critical feedback loop to Product and Growth teams, ensuring our platform continues to evolve to meet the fast-changing needs of our SMB customers.
Requirements:
- 5+ years of Sales Experience with 1-2 years in a leadership role in a high-growth SaaS environment.
- The Workflow Evangelist: You genuinely believe that visual collaboration is the key to velocity. You articulate “Work Acceleration” as a core competitive advantage.
- Expert in Expansion: You understand the “land and expand” motion and know how to bridge the gap from a single-point solution to a full-suite deployment.
- The Systems Thinker: You prefer a scalable, repeatable playbook over a “heroic” individual effort - valuing the system’s success over individual ego.
- Data Literate: You are comfortable interpreting customer health data and unit economics to drive strategic team behavior.
- Amsterdam-based: You are part of the local ecosystem and ready to lead a multilingual, diverse team in a global hub.
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