At Expel, we've got our eye on the long game - and it starts with you. Our customers need to be able to trust us, and that begins the second you get them on the phone or hook them with your email or LinkedIn message.

Our promise to them: we do what we say, and they will love what we do. We don't use sales jargon, replay tired phrases to describe ourselves, or negotiate like we're trying to sell them a pen (get it??). We want our customers to not only love our product, but feel good about how they get treated during every interaction with us. And that starts with you.

We're a breath of fresh air in an enterprise information security market that's confusing, hostile and dominated by vendors focused on their widget instead of what customers actually want or need. Even if the timing isn't right, we believe we should still offer value because chances are they'll be a customer six or 12 months down the road.

Have people ever described you as ‘innately competitive’? What about an ‘absolute hustler’? If this sounds like you, and you’re ready to build a strong base foundation for your career in cyber security sales - you’re in the right place. We’re looking for our next Go-Getter to join our Enterprise SDR Team in a high impact role that comes fully stacked with the tools and training for you to set yourself up for success!

In this role, you’ll be working closely with Marketing and Enterprise Sales Account Executives to learn the in’s and out’s of sales from cradle to grave. You’ll become an expert in what it takes to attract, engage, qualify and (drum-roll please) close new business at Expel.

Hooked yet? We’d love to talk!

What Expel can do for you

• Provide you with a client-focused sales culture full of positive energy and built on integrity, creativity and transparency.
• Surround you with highly collaborative sales and marketing teams that know the act of creating a long-term customer starts with building trust during your initial outreach.
• Surprise you with the capability of our team and our willingness to creatively support your efforts, whether that's via teaching you about security, creating engaging content or investing in your development.
• Give you a career path that provides opportunities to grow into more senior sales roles at Expel.

What you can do for Expel

• Generate qualified sales leads by making phone calls, sending emails and connecting through social media channels with prospects at companies in our target market.
• Explain to prospects what Expel does, by making valuable contributions at each touchpoint from beginning to end.
• Coordinate and actively partake in the initial discovery calls you set up with prospects.
• Maintain detailed account and contact profiles in Salesforce and Outreach including activities, reports, and follow-up tasks.
• Develop and keep your knowledge up to date on Expel’s services, partners, differentiators, competitors, value proposition and related security technologies so you can effectively prospect and qualify leads.
• Research target customers and identify prospects using tools like Zoominfo, LinkedIn and online research leveraging Gemini and Claude 
• Partner with Enterprise AE’s to strategically prospect new business with the right titles/accounts.
• Consistently attain monthly, quarterly and annual targets.
• Other duties as assigned.

What you should bring with you

• An ability to influence others and build rapport quickly – especially over the phone.
• A high level of professionalism and a customer service mentality.
• Self-discipline, ambition and a track record of meeting and exceeding daily and monthly objectives.
• Strong communication skills – including written and verbal – and the ability to tailor outreach.
• High energy and a positive attitude
• Passion for new technology and an interest in learning about security.
• Hands-on experience with different sales techniques, including cold calls.
• Resilience and perseverance that lets you overcome objections.
• Experience with CRM software such as Salesforce.com (kudos if you've also got experience with prospecting tools like ZoomInfo, LinkedIn Sales Navigator, and Outreach).
• A resilient, adaptable to change, and curious approach
• 1-2 years sales or customer service experience (and ... better yet, experience with selling security or cloud-related products and services).
• A Bachelor’s degree or equivalent experience.

Location Preference - This role will be supporting the Northern CA territory, we would prefer this individual reside in Pacific or Mountain time zones. 

Additional notes

We offer a base salary of $66,500 with on-target earnings of $95,000 USD (uncapped commission), plus equity.

We believe in paying transparently and equitably. Your salary will ultimately be based on factors such as your experience, skills, team equity, and market data. You’ll also be eligible for unlimited PTO (which we model and encourage), work location flexibility, up to 24 weeks of parental leave, and really excellent health benefits.

We’re only hiring those authorized to work in the United States. We do not currently sponsor immigration visas.

Our employees live all over the United States so you can work from the state you’re based, but you will be expected to travel to the office 4x a year for 1 week at a time. Our office is based in Herndon, VA. The SDR team meets to do our in-person Quarterly Business Reviews. We also have team events during that week.

We're an Equal Opportunity Employer: You'll receive consideration for employment without regard to race, sex, color, religion, sexual orientation, gender identity, national origin, protected veteran status, or on the basis of disability.

We’ll ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform essential job functions, and to receive other benefits and privileges of employment. Please let us know if you need accommodation of any kind.

#LI-Remote

Do you get satisfaction from making things work the way they should? Are you the person who looks at a clunky workflow and immediately starts mentally rebuilding it? Do you find yourself drawn to the places where data, people, and process intersect — and see them not as friction points, but as opportunities?

If so, we want to talk.

Overview

Expel is looking for a Senior GTM Systems Analyst to join our Revenue Operations team. You will report directly to the Senior Manager, GTM Systems and serve as a core technical contributor to the systems infrastructure behind our revenue engine. This is a hands-on role built for someone who thrives at the intersection of technology and business strategy — someone who cares as much about clean data and intuitive workflows as they do about the outcomes those systems drive.

You will own meaningful portions of our GTM tech stack, partner closely with Sales, Customer Success, Marketing, and Finance, and play a direct role in helping Expel grow faster and operate more effectively.

What Expel Can Do for You

• Real ownership. You will not just work tickets — you will shape how our GTM systems are built and used.
• A front-row seat to the business. This role touches Sales, CS, Marketing, Finance, and Product. You will understand how the revenue engine works, not just how the tools work.
• A team that takes quality seriously. You will work alongside smart, kind people who believe that well-designed systems are a competitive advantage.
• Room to grow. The GTM Systems function at Expel is expanding. This role has a clear path for development as the team and stack mature.
• Support for your life outside of work. Competitive compensation, unlimited PTO we actively encourage, up to 24 weeks of parental leave, flexible work location, and excellent health benefits.

What You Can Do for Expel

• Configure and optimize lead-to-opportunity workflows in Salesforce and LeanData to support pipeline generation and accurate source attribution.
• Own CPQ configuration, quoting logic, and approval workflows that reduce deal cycle friction and improve quote accuracy.
• Build Salesforce objects, views, and automation that support renewal pipeline management, customer health tracking, and retention workflows.
• Own Ironclad administration, including contract workflow configuration, template management, and integration with Salesforce — serving as the primary point of contact for contract lifecycle operations across the business.
• Proactively identify and resolve data quality issues across integrated systems before they become problems for the business.
• Serve as a go-to technical resource for the sales and CS teams, handling support requests with speed and clarity.
• Maintain documentation and manage user access across Salesforce and the broader GTM tech stack.

What You Should Bring with You

• At least 5 years of professional experience, with a minimum of 2 years in GTM or revenue systems roles.
• Deep Salesforce proficiency — reporting, data modeling, workflow automation, and object configuration. Salesforce Admin Certification required.
• Hands-on CPQ experience, including configuration, pricing rules, and approval workflows within the Salesforce ecosystem.
• Working knowledge of GTM tools such as LeanData, ZoomInfo, Ironclad, Marketo, and iPaaS platforms (e.g., Dell Boomi).
• Strong analytical thinking and a structured approach to problem-solving — you diagnose before you prescribe.
• Excellent communication skills, written and verbal, with the ability to translate system complexity into plain language for non-technical stakeholders.
• A collaborative ethos and a bias toward ownership — you follow through, and the teams you support know they can count on you.
• Genuine curiosity about how the business works and how systems can help it work better.

Additional Notes

The base salary range for this role is $115,000 to $160,000 USD, plus bonus eligibility and equity. We believe in paying transparently and equitably. Your salary will ultimately be based on factors such as your experience, skills, team equity, and market data.

This role is remote-friendly. Applicants must reside within the continental United States.

We hire only those authorized to work in the United States and do not currently sponsor immigration visas.

We celebrate diversity and are committed to creating an inclusive environment for all employees.

We are dedicated to ensuring individuals with disabilities can access what they need to engage in the hiring process, excel in their roles, and enjoy the full range of benefits and opportunities available.

In your world, every call with a potential client is an opportunity to help them overcome daunting challenges. Sometimes you can solve those problems, and sometimes you can't. Either way, the opportunity to act as a trusted advisor and learn something new all within the same conversation is what energizes you.

Do you dive headfirst into complicated challenges balancing organizational politics, security fundamentals, and business impact all with the end goal of making the client successful? If so, the Solutions Architect role at Expel is for you.

At Expel, we've got our eye on the long game. Our clients need to be able to trust us, and that begins with understanding where they currently are, where they want to be, and connecting them to solutions that will help them (even if that solution isn't Expel!). We don't use jargon, replay tired phrases or provide fuzzy answers. We sell with integrity and empathy so our clients feel good about how we treat them during every interaction.

As a Solutions Architect at Expel, you have a deep understanding of the needs of prospects. You set clear expectations around what we can and can’t do, then craft a strategy for the delivery teams to ensure the prospect's success. But don't worry, you'll go deep on the delivery side too! You’ll scope and run PoCs, which includes working with the delivery organization to make sure we’re showing prospects what they need to see in order to make a buying decision.

Success is ensuring that Expel can make the prospect successful. Sometimes, that means showing them we can do what we say we do. Other times, that means leading them to a new vision.

You dig it either way.

What Expel can do for you

• Connect you with people and organizations who are at vastly different places in their security journey and who want to share their opinions and learn from you
• Expose you to an environment where you will be challenged but supported, encouraging you to learn and grow
• Enable you to build relationships and work alongside specialists in their fields, including best-in-class SOC analysts, sales leaders, customer success professionals, and clients of all shapes and sizes

What you can do for Expel

• Deeply understand prospect challenges that lead them to Expel and set clear expectations around which of these challenges we can help them with and which we can’t
• Ensure we’re selling with empathy and integrity with each prospect conversation
• Support sales by collaborating on sales strategy, providing service demos to prospects, and acting as a technical and overall Expel SME
• Prepare delivery teams for inbound prospects by providing details associated with prospect expectations, opportunities to show value, things to look out for, and technical details regarding their specific environment

What you should bring with you

• Experience working optimally with multiple teams in an organization by encouraging teamwork, delegating tasks, resolving issues, setting goals, and holding people & teams accountable
• Translate technical concepts and generic models into something we (including our customers) care about using clear language and visuals
• Knowledge of and ability to describe: attack vectors, threat tactics, and attacker techniques
• Ability to ask clarifying questions and seek technical objections' head on
• Ability to perform data analysis including trending, anomaly identification, and root cause analysis
• Experience in security operations, incident response, and associated processes
• 8+ years of relevant professional experience.

Additional notes

While our office is located in Herndon, VA, we are open to those based remotely who can support our clients and sales teams during the Central Standard Timezone. Travel expected for this role will be up to 25%.

We're an Equal Opportunity Employer: You'll receive consideration for employment without regard to race, age, sex, color, religion, sexual orientation, gender identity, national origin, protected veteran status, or on the basis of disability.

We're only hiring those authorized to work in the United States. We do not currently sponsor immigration visas.

#LI-remote

Expel is looking for a Senior Manager, GTM Systems to lead the strategy, architecture, and delivery of the systems infrastructure behind our revenue engine. In this role, you will manage a small, high-impact team (a Senior GTM Systems Analyst and a Senior GTM Systems Developer) and serve as the connective tissue between our go-to-market teams and the technology that supports them.

This is a hands-on leadership role. You will partner directly with leaders across Sales, Customer Success, Marketing, Finance, and Product to turn business priorities into a systems roadmap that drives real outcomes: more pipeline, faster deal cycles, and stronger customer retention. You will also work closely with our GTM Engineer, who sits outside your reporting line but is a key collaborator in building and scaling our systems foundation.

If you like working at the intersection of technology and business strategy, and you find energy in solving cross-functional problems with systems thinking, this role was built for you.

What Expel Can Do for You

• Give you real ownership. You will own the GTM systems roadmap end-to-end, not just execute tickets handed to you by other teams.
• Put you at the center of the business. This role has a direct line to Sales, CS, Marketing, Finance, and Product leadership. You will understand how the business works, not just how the systems work.
• Let you build a team your way. You will hire, develop, and retain a team of systems professionals, with the support and autonomy to shape the function as it grows.
• Surround you with smart, kind people. Expel is a cybersecurity company built on the belief that doing right by customers and employees is a competitive advantage. The culture reflects that.
• Support your life outside of work. We offer competitive compensation, unlimited PTO that we actively encourage, up to 24 weeks of parental leave, flexible work location, and excellent health benefits.

What You Can Do for Expel

Scale Pipeline Generation

• Set the systems strategy for lead-to-opportunity workflows across Salesforce, LeanData, and marketing automation platforms, keeping infrastructure aligned with pipeline targets.
• Partner with Marketing and Sales leadership to find and fix system friction that slows pipeline velocity, and prioritize your team’s resources accordingly.
• Make sure GTM leaders have trustworthy, real-time reporting on pipeline health, source attribution, and funnel conversion.

Accelerate New and Expansion Revenue

• Own the systems roadmap for the full deal cycle, from opportunity creation through CPQ, quoting, approval workflows, and closed-won handoff to Finance.
• Partner with Sales and Finance to continuously improve CPQ logic, pricing models, and order-to-cash flows that reduce deal cycle time and improve quote accuracy.
• Drive the development of expansion and upsell tracking that surfaces opportunities within the existing customer base.

Support Retention and the Customer Lifecycle

• Define and deliver the systems infrastructure for renewal pipeline management, including health scoring integrations, renewal forecasting, and risk flagging within Salesforce.
• Partner with Customer Success leadership to ensure the team has the system views, automation, and reporting needed for proactive engagement and retention workflows.
• Lead systems changes required to support the transition of renewal ownership between Sales and CS, making sure workflows, handoff points, and reporting reflect evolving roles.

Own Cross-Functional Business Systems

• Maintain oversight of key business systems outside the core GTM stack, including Domo (reporting and BI), n8n (workflow automation), and other operational platforms.
• Keep these systems well-integrated, reliable, and aligned with broader data and reporting needs across the organization.
• Lead the technical evaluation, implementation, and development of new systems as they come online (such as Clay), ensuring they are configured correctly, integrated with existing infrastructure, and built for long-term scalability.

Lead the Team and the Roadmap

• Manage, develop, and retain a team of systems professionals. Set clear priorities, remove blockers, and create an environment where people do their best work.
• Own the GTM systems roadmap. Translate competing business needs into a sequenced plan that balances strategic initiatives, operational support, and technical debt.
• Serve as the primary systems partner to GTM leadership, Finance, and Product. Build trust through consistent delivery, proactive communication, and a deep understanding of how each team operates.
• Evaluate emerging tools and manage vendor relationships, license renewals, and procurement decisions with a focus on ROI.

Experience You Should Bring with You

We know that no single candidate will check every box. If you meet most of the qualifications below and are excited about the role, we encourage you to apply.

What We’re Looking For

• 8+ years of professional experience, with at least 3 years managing GTM or revenue systems teams.
• Deep technical fluency across the Salesforce ecosystem, including CPQ, reporting, data modeling, and integration architecture. You do not need to write Apex daily, but you should understand what is and is not possible and make sound architectural decisions.
• A track record of translating business objectives into systems strategy and managing a roadmap against competing priorities.
• Experience managing and developing technical individual contributors, including hiring, performance management, and career development.
• Strong working knowledge of GTM tools such as LeanData, ZoomInfo, Ironclad, Marketo, and iPaaS platforms (e.g., Dell Boomi).
• Excellent communication skills, with the ability to operate credibly with both executive stakeholders and deeply technical team members.
• Sharp analytical thinking with a bias toward structured problem-solving.
• Salesforce Admin Certification required; additional certifications are a plus.

Nice to Have

• Experience in cybersecurity, SaaS, or high-growth B2B environments.
• Familiarity with customer health scoring models, retention metrics, or CS platforms.
• Experience supporting renewal or expansion motions within Salesforce.
• A track record of partnering with Finance on systems that support revenue forecasting, ARR reporting, or order-to-cash workflows.
• Experience with BI and workflow automation tools (e.g., Domo, n8n, Tableau).

Additional Notes

Compensation

The base salary range for this role is $142,900 to $207,200 USD, plus bonus eligibility and equity. We believe in paying transparently and equitably. Your salary will ultimately be based on factors such as your experience, skills, team equity, and market data.

Work Location

Applicants must reside within the continental United States. You can work remotely or from our headquarters in Herndon, VA. Occasional travel may be required.

Work Authorization

Applicants must be authorized to work in the United States. We do not currently sponsor immigration visas.

Equal Opportunity

Expel is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, sex, color, religion, sexual orientation, gender identity, national origin, protected veteran status, or on the basis of disability.

If you need a reasonable accommodation at any point in the application or interview process, please let us know.

 #LI-Remote