Inside Sales – Client Engagement & Expansion

Essential Duties And Responsibilities

• Execute against white space and Ideal Customer Profile (ICP) outputs provided through the global cross-sell program.
• Engage existing clients via structured account reviews, product roadmap discussions, and targeted outreach focused on priority services and solutions.
• Work closely with Relationship Managers to secure meetings and deliver commercially focused client conversations.
• Identify and engage undermanaged or lightly covered accounts with strong expansion potential.
• Conduct outreach to introduce additional Waystone services, build relationships within client organizations, and identify new stakeholders.
• Develop opportunities for deeper engagement and handover to Relationship Management or Business Development where appropriate.
• Support the preparation and delivery of annual account reviews and strategic client check-ins.
• Provide insights into existing service usage and identify opportunities for additional services aligned with client needs and priorities.
• Create, qualify, and manage opportunities within the CRM in line with Waystone process and governance standards.
• Progress opportunities through qualification and engagement stages, coordinating closely with Business Development and Relationship Managers.
• Deliver against agreed activity and performance targets, including client outreach, meetings booked, reviews delivered, and opportunities created.
• Maintain strong pipeline discipline, accurate CRM records, and timely reporting.
• Collaborate with Relationship Management, Business Development, Product, and Marketing teams to ensure consistent messaging, coordinated client engagement, and effective follow-up actions.
• Operate within defined global rules of engagement and escalation processes.

Experience And Abilities

• Proven experience in inside sales, client engagement, customer success, or commercial support roles within financial services or a related professional services environment.
• Demonstrated ability to engage existing clients in structured, commercially focused conversations and support revenue growth through cross-sell and upsell activity.
• Strong client-centric mindset, with experience building and developing relationships across existing accounts.
• Ability to understand client needs, objectives, and challenges, and position relevant services in a clear and compelling manner aligned to identified opportunities.
• Experience identifying, qualifying, and progressing opportunities within existing client portfolios.
• Comfortable operating within defined sales stages, supporting opportunity development through discovery, engagement, and execution.
• Strong working knowledge of CRM systems and sales process governance.
• Proven ability to maintain accurate client, activity, and opportunity data, demonstrating high standards of pipeline hygiene, reporting, and forecasting support.
• Ability to prepare for and conduct structured client engagements, including account reviews, product discussions, and targeted outreach.
• Confident engaging clients by phone, video, and in meetings, supported by clear messaging and documented follow-ups.
• Proven ability to work closely with multiple functions within an organization including Relationship Management, Business Development, Product, and Marketing.
• Able to operate effectively within defined rules of engagement, ensuring coordinated client activity and clear ownership of opportunities.
• Demonstrated focus on delivering measurable outcomes, including client engagement activity, meetings scheduled, opportunities created, and pipeline contribution.
• Comfortable operating in an activity-led environment with clear performance expectations.
• Open to innovation, adaptable to change, and willing to explore innovative approaches to enhance the company's sales performance.
• High standards of professionalism and ethical conduct in all client and internal interactions, reinforcing Waystone’s reputation as a trusted partner to financial institutions.