Digital Sales Representative

Digital Sales Representative

The Digital Sales Representative is a skilled level contributor responsible for optimizing workflows to manage high volume renewal cycles, performing advanced negotiation and communication activities, and providing partner support with minimal guidance. The representative proactively identifies customer needs, analyzes churn risks, recommends solutions, and ensures strong customer retention. They leverage CRM systems to automate workflows, analyze data, and streamline renewals processes.

This model is not about where people sit, it's about how we win. A primarily office-based inside sales team creates the environment needed to build skills faster, collaborate more effectively, and drive stronger enterprise outcomes, while still respecting flexibility and modern ways of working. This role is Monday to Friday with an expectation of being in-office 4 days per week.

Responsibilities

1. Renewal Management: Execute end to end renewal motions independently, streamlining workflows and reducing manual effort
2. Territory Coverage: Provide renewals coverage across a broad range of segmented accounts, prioritizing by spend, complexity, and growth potential
3. Close Renewals: Defend the current customer base by accurately and independently executing renewals
4. Sales Expansion: Drive and close seat expansions at renewal using standard playbooks with minimal supervision
5. Auto Renewal Management: Monitor auto renewal statuses and intervene to prevent churn when auto renewals are disabled
6. CRM Hygiene & Forecasting: Develop and maintain pipeline visibility, forecasts, and CRM discipline across all territory accounts

Skills & Competencies

• Organizational & Time Management: Handles high volume renewal cycles efficiently and independently
• Customer First Mindset: Proactively identifies customer needs and improves retention outcomes
• Advanced Communication: Applies creative approaches to secure renewals with minimal guidance
• Advanced Negotiation: Uses creative techniques to reach renewal agreements
• CRM Optimization: Automates workflows, analyzes CRM data, and enhances operational efficiency

Sales Team Collaboration

• Expansion Qualification: Partner with Account Representatives to initiate larger cross sell or expansion motions
• Partner Engagement: Provide light touch support for partner owned accounts with minimal guidance
• Insights & Reporting: Share churn indicators, renewal blockers, and upsell signals across teams
• Feedback Loop: Offer insights on packaging and product improvements based on customer patterns

Minimum Qualification

• 2–4 years of experience in inside sales, renewals, account management, or customer success, preferably in software/SaaS environments
• Demonstrated ability to independently execute high volume renewals
• Experience using CRM systems (e.g., Salesforce, Dynamics) to manage renewal workflows
• Proven communication and negotiation skills with the ability to influence customer decisions
• Ability to work autonomously, multitask, and prioritize across a large territory

Preferred Qualifications

• Experience with subscription or recurring revenue business models
• Background in data driven churn analysis or customer retention strategies
• Familiarity with partner led sales motions or channel ecosystems
• Experience forecasting renewal revenue or using dashboards to track pipeline health
• Demonstrated ability to collaborate across sales, operations, and partner teams