Fintech Upsell Manager

• Drive upsell and expansion of Fintech products across Sprout’s existing client base by aligning product activation and adoption with client goals and outcomes. This includes end-to-end ownership of ReadyCash, from opportunity creation and closing through activation and all post-activation activities.
• Act as the Fintech Champion and specialist for both the Sales and Upsell Teams, helping shape the fintech go-to-market strategy, cascading product and process knowledge, and leading internal enablement and field feedback.

This role requires a strategic mindset and strong execution capabilities—balancing account growth responsibilities with category ownership within the Sales and Upsell Teams.

Key Responsibilities

• Achieve and exceed assigned upsell revenue targets, with a strong focus on fintech product activation (e.g., ReadyCash, ReadyWage, ReadyStash).
• Own ReadyCash end to end: opportunity creation, qualification, proposal, negotiation, and closing, through client activation and all post-activation activities.
• Identify, qualify, and close account expansion opportunities, mapping Sprout’s fintech solutions to client needs and business goals.
• Act as the primary Fintech Champion for the Sales and Upsell Teams—maintaining deep product and process knowledge and serving as the go-to resource for fintech-related opportunities.
• Serve as the Fintech specialist and support for both the Sales and Upsell Teams by joining discovery calls, demos, and client meetings, answering fintech-specific questions, and handling objections on ReadyCash deals.
• Develop and execute upsell strategies with a client-first mindset, emphasizing business value, retention impact, and seamless product adoption.
• Lead fintech engagement during account reviews, lifecycle touchpoints, and proactive outreach moments.
• Collaborate closely with the Fintech team to align on product roadmap, GTM campaigns, and special offers, ensuring execution across the Upsell portfolio.
• Cascade fintech updates, launch communications, training, and best practices to Success Consultants and the Sales Team to support fintech adoption at scale.
• Own the end-to-end upsell process—from consultative discovery and proposal creation to commercial negotiation and deal closure.
• Lead ReadyCash activation for closed deals, working with Implementation and Ops to get clients set up and live.
• Manage all ReadyCash post-activation activities, including employee rollout and awareness, adoption and usage monitoring, issue resolution, and regular account reviews.
• Support clients post-activation by guiding fintech product adoption with relevant internal stakeholders (Product, Ops, Implementation).
• Maintain and update a clear pipeline and forecast for fintech-related opportunities using Sprout’s CRM, including ReadyCash opportunities from creation through activation.
• Collect and share feedback from the field to continuously improve fintech offerings, GTM strategy, and internal alignment.
• Deliver customized presentations and proposals that articulate value to operational and C-level decision-makers.
• Build strong, consultative relationships across key accounts and uncover referral and growth opportunities within client networks.
• Perform other duties and special projects as assigned by the Fintech Director or company leadership.

Minimum Qualifications

• 3–5 years of experience in a high-growth SaaS company; exposure to HRTech or Fintech a plus.
• Proven track record of exceeding upsell or expansion quotas in SaaS or enterprise B2B environments.
• Experience in consultative sales, account management, or enterprise customer success, strategically focusing on account growth.
• Experience owning a product across the full client lifecycle, from opportunity creation and closing through activation and post-sale adoption.
• Comfortable acting as a product specialist for both new-business Sales and account management teams.
• Familiarity with or deep interest in Fintech products, employee benefits, or HR/payroll-related solutions.
• Strong communicator and influencer—comfortable advising both internal teams and external clients.
• Highly collaborative, organized, and driven to succeed in a cross-functional, fast-moving environment.
• Excellent presentation, proposal, and deal structuring skills.
• Analytical mindset with an eye for patterns, data insights, and improvement opportunities.
• Proficiency in CRM tools and other Customer Engagement Platforms (e.g., HubSpot, Pendo)