Our client, Carrot, is growing again!
Carrot transforms eye care diagnostics with portable, automated exams that improve efficiency, accuracy, and patient comfort. From visual fields to color vision, ocular motility, and pupillometry, every test is clinically validated and tied to five billable CPT codes. The result: faster ROI, confident clinicians, and seamless care.
Carrot seeks an Expansion Sales Representative who will drive revenue growth within the existing client base through upselling, cross-selling, and account expansion strategies. This role focuses on maximizing customer lifetime value by identifying new opportunities, deepening relationships, and ensuring clients fully leverage the company’s solutions.
Working closely with Customer Success, Marketing, and Sales Leadership, the Expansion Rep will manage a portfolio of accounts, proactively engage stakeholders, and guide clients through additional product adoption. This is a highly consultative role requiring strong business acumen, healthcare/SaaS knowledge, and the ability to translate client needs into scalable solutions.
Success in this role requires a proactive, data-driven approach, exceptional communication skills, and the ability to build trust with medical practice stakeholders in a virtual environment, mirroring the client-centered, growth-focused sales model outlined in your existing leadership structure.
Role Responsibilities
Account Expansion & Revenue Growth (~50%)
- Manage and grow a book of existing accounts to achieve expansion revenue targets
- Identify upsell and cross-sell opportunities through usage data, client feedback, and industry trends
- Develop and execute account growth plans for key customers
- Present tailored solutions via Zoom to physicians, practice managers, and decision-makers
- Drive contract expansions, renewals with upgrades, and multi-location rollouts
Client Engagement & Relationship Management (~25%)
- Build strong, long-term relationships with key stakeholders across client organizations
- Conduct regular business reviews (QBRs) to align on goals, performance, and growth opportunities
- Act as a trusted advisor by understanding practice workflows, challenges, and KPIs
- Collaborate with Customer Success to ensure high retention and satisfaction
Pipeline Management & Forecasting (~15%)
- Maintain accurate account records and opportunity tracking in CRM (e.g., HubSpot)
- Forecast expansion revenue and provide insights to leadership
- Manage deal cycles from discovery through close within existing accounts
- Consistently follow up and progress opportunities through the pipeline
Cross-Functional Collaboration (~10%)
- Partner with Customer Success, Marketing, and Product teams to identify expansion opportunities
- Provide feedback on product adoption, client needs, and competitive insights
- Support go-to-market strategies for new features or service offerings
Required Skills, Experience & Education
Required:
- 3+ years of experience in sales, account management, or customer success (SaaS or healthcare preferred)
- Proven track record of meeting or exceeding revenue targets, particularly in upsell/cross-sell roles
- Strong virtual selling skills (Zoom demos, presentations, stakeholder management)
- Excellent verbal and written communication skills
- Experience managing a pipeline and using CRM tools (e.g., HubSpot, Salesforce)
- Ability to analyze account data and identify growth opportunities
- Comfortable working in a fully remote, fast-paced environment
Preferred:
- Experience selling into medical practices, healthcare systems, or health tech platforms, the eyecare industry is a bonus
- Familiarity with SaaS metrics (ARR, MRR, churn, expansion revenue)
- Experience conducting QBRs or strategic account reviews
- Bachelor’s degree in Business, Healthcare Administration, or related field
Key Performance Indicators (KPIs)
- Expansion revenue (upsell + cross-sell)
- Net Revenue Retention (NRR)
- Account growth rate
- Pipeline conversion rate within existing accounts
- Customer engagement and product adoption metrics
Ideal Candidate Profile
- Consultative seller who prioritizes long-term relationships over transactional wins
- Highly organized and disciplined in managing multiple accounts and opportunities
- Curious and proactive in identifying client needs and growth opportunities
- Comfortable navigating healthcare stakeholders and complex buying processes
- Team-oriented and collaborative across departments
- Is willing to travel up to 50% (particularly towards the end of a calendar quarter)
Why Join Carrot?
- Opportunity to be part of a fast-growing, innovative company transforming the eye care industry.
- Competitive compensation package, including base salary and uncapped commission.
- Comprehensive benefits package, including health, dental, and vision insurance.
- Professional growth and development opportunities.
- A collaborative and supportive team environment that values innovation and results.
If you are a driven and strategic sales professional looking to make a significant impact in the eye care space (and have some fun in the process), we want to hear from you!
The base salary for this role is $70,000-80,000, with an additional $70,000-80,000 in incentives.
Apply today to join Carrot and help shape the future of eye care!
