SMB Sales & Renewals Specialist

About the role

This position combines full-cycle sales of inbound leads with ongoing retention and growth of existing customers. As an initial point of contact for our sales organization, you will engage 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. You will also nurture customer relationships to retain and grow an existing book of business, including managing renewals, identifying upsell and cross-sell opportunities, and serving as a single point of contact for customer inquiries.

Success will be measured by your ability to qualify and convert inbound leads while retaining and growing existing customers.

Responsibilities

• Manage and convert inbound leads by responding to prospects via email, phone, and social media to qualify and close new sales opportunities.
• Hand off non-SMB leads and accounts to the Enterprise sales or Account Management team.
• Proactively manage your assigned book of business, prioritizing engagements to retain revenue and identify expansion opportunities.
• Serve as a primary point of contact for customer inquiries, advancing renewals, upsells, and new business conversations.
• Present Pipl’s product offerings and recommend solutions based on customer needs.
• Review customer data and usage insights to identify renewal risks and expansion opportunities.
• Develop and document workflows, content, and best practices to streamline customer onboarding and reduce friction in the sales cycle.
• Accurately track all leads, accounts, and opportunities in the CRM.
• Work toward and exceed monthly and quarterly revenue goals while maintaining high customer satisfaction.

Requirements

• 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 a 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 communication skills across phone, video, email, and written channels, with strong interpersonal abilities.
• 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 initiative, persistence, and professionalism in driving opportunities forward.
• Relationship-building skills to develop trust, communicate persuasively, and influence customer decisions throughout the sales and renewal process.

Preferred Skills

• Familiarity with Salesforce CRM, lead generation tools (e.g., LinkedIn Sales Navigator), and outbound engagement platforms (e.g., Apollo, Outreach).