Responsibilities
- Increase revenue from current customers by identifying and executing upsell and cross-sell opportunities linked to measurable business value
- Acquire new customers within a designated SMB region using outbound prospecting, inbound lead follow-up, and coordination with channel partners
- Manage end-to-end sales processes including initial outreach, needs assessment, product demos, business justification, and contract negotiations
- Maintain a minimum 3x pipeline coverage with precise, weekly forecasts reported via Clari
- Support company efforts to rebuild and accelerate SMB revenue by prioritizing customer value in all engagements
- Monitor and respond to competitive trends in identity and cybersecurity solutions to effectively differentiate offerings
- Utilize Salesforce, Outreach, Gong, Clari, and LinkedIn Sales Navigator to manage territory activity, optimize time allocation, and improve sales efficiency
