SMB Sales & Renewals Specialist

Description The position: The SMB Sales & Renewals Specialist role combines full-cycle sales of inbound leads with ongoing retention and growth of existing customers. Acting as an initial point of contact for our sales organization, this role engages new business by qualifying leads and booking meetings to generate interest in Pipl and its products through phone /video, email, social media, and third-party systems, in order to convert and onboard them as new customers. At the same time, the role maintains responsibility for nurturing customer relationships in order to retain and grow an existing book of business. This includes managing and negotiating renewals, identifying and driving upsell and cross-sell opportunities, and acting as a single point of contact for customer-related inquiries. This position requires a sales-minded, results-driven professional who can build strong relationships from first contact through qualification and throughout the customer lifecycle. Success will be measured by both the individual's ability to qualify and convert inbound leads while also retaining and growing existing customers. What you’ll do: Manage and convert inbound leads - Ensure timely response to inbound requests by contacting prospects via email, phone, and social media in order to qualify and close new sales opportunities. Enterprise Sales and Account Management Hand-off: Ensuring non-SMB leads and accounts are properly handed off the Enterprise sales or Account Management team. Maintain and Grow the Customer Base: Proactively manage your assigned book of business. Prioritize and generate meaningful engagements with your customers in order to retain revenue and identify expansion opportunities. Field Inquiries to Advance Sales: Serve as a primary point of contact for customer questions related to Pipl, removing friction in the sales cycle and advancing renewals, upsells, and new business conversations. Product Expertise: Present Pipl’s product offerings to potential clients and recommend the best solutions based on customer needs. Understand Customer Usage: Review customer data and usage insights to identify renewal risks and expansion opportunities. Enable Sales Efficiency: Develop and document workflows, content, and best practices that streamline new customer onboarding , reduce friction in the sales cycle, and provide the sales team with accurate, accessible customer information. CRM Management: Accurately track all leads, accounts and opportunities in the CRM. Results & Performance: Work toward and exceed monthly and quarterly revenue goals while maintaining best-in-class customer satisfaction throughout the sales process. Requirements You have: A strong curiosity to understand customers’ business problems, use cases, and objectives, and translate them into sales, retention, and expansion opportunities. Bachelor’s degree in business or related field, or equivalent experience in sales, marketing, customer success, or another customer-facing role. At least 2-3 years of experience in sales, lead qualification, or customer success in Fraud, Payment, or Identity-related SaaS. Clear, engaging, and professional communicator across phone, video, email, and written channels, with strong interpersonal skills. Exceptional attention to detail with strong organizational and time management skills to manage renewal timelines, track pipeline activities, and support accurate forecasting. Proven ability to manage multiple priorities, including inbound inquiries, prospecting efforts, renewal cycles, and upsell initiatives. Strong ability to take initiative, follow up consistently, and drive opportunities forward with persistence and professionalism. Considerable relationship-building skills with the ability to develop trust, communicate persuasively, and influence customer decisions throughout the sales and renewal process. Extra points: Familiar with Salesforce CRM, Lead generation tools (ex. LI Sales Navigator), and Outbound Engagement platforms (ex. Apollo, Outreach)