Sales Representative
Red Frog Solutions
Account Executive
Indigo Consulting
full-time
Posted on:
Location Type: Remote
Location: Remote • 🇺🇸 United States
Visit company websiteJob Level
Mid-LevelSenior
Tech Stack
Cyber Security
About the role
- Execute Strategic Sales Plans
- Drive territory sales strategy to achieve business growth and revenue goals.
- Analyze market trends, identify high-potential industries, and tailor outreach for maximum impact.
- Accurately forecast pipeline and revenue using CRM tools and reporting systems.
- Collaborate with marketing, product, and delivery services to align on sales objectives.
- Grow & Retain Existing Customers
- Build and maintain strong, long-term relationships with assigned accounts.
- Understand client goals to ensure product and service alignment.
- Monitor account health, satisfaction scores, and usage metrics to drive value.
- Identify upsell and cross-sell opportunities to expand client adoption.
- Act as an internal advocate for your customers to ensure smooth delivery and implementation.
- Manage renewals and lead quarterly business reviews (QBRs).
- Develop New Business
- Proactively identify and engage mid-to-large enterprise prospects in target industries.
- Use outbound tactics (cold calling, email campaigns, networking, and events) and qualify inbound leads to build a strong sales pipeline.
- Conduct research to personalize outreach and connect with relevant business challenges.
- Partner with OEMs and industry partners to create new opportunities and deliver meaningful outcomes.
- Own the Full Sales Cycle
- Lead end-to-end sales: prospecting, discovery, solution design, product demonstrations, proposals, negotiations, and closing.
- Work cross-functionally with solution engineers and security experts on complex enterprise deals.
- Maintain accurate pipeline and customer engagement data in HubSpot.
- Build Trusted Stakeholder Relationships
- Engage and influence multiple personas, including C-suite executives and decision makers.
- Lead consultative (solution selling) conversations to uncover pain points and deliver ROI-driven proposals.
- Guide customers through internal approval processes and business case development.
- Communicate Value & Differentiate
- Clearly articulate how our IAM platform strengthens security, simplifies compliance, and improves operational efficiency.
- Highlight competitive differentiators such as scalability, integrations, and ease of use.
- Stay current on market trends and competitive offerings.
- Negotiate & Close Deals
- Partner with the VP of Sales on pricing strategies and contract negotiations to secure multi-year, high-value deals while maintaining profitability.
- Collaborate & Continuously Improve
- Share customer insights with product and marketing to influence roadmap and positioning.
- Participate in pipeline reviews, deal strategy sessions, and sales enablement initiatives.
- Contribute to a culture of learning and high performance.
Requirements
- 5+ years of B2B sales experience, preferably selling complex SaaS or security solutions to mid-to-large enterprises.
- Proven track record of consistently meeting or exceeding sales targets.
- Strong consultative selling, negotiation, and stakeholder management skills.
- Ability to simplify complex technical solutions into clear business value.
- Experience with IAM or cybersecurity solutions is a plus.
- Proficiency with CRM platforms (HubSpot experience preferred).
- Self-motivated, adaptable, and collaborative team player.
- Travelling is required
Benefits
- Competitive compensation package with performance-based incentives
- Opportunities for professional development and career advancement
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard skills
B2B salesconsultative sellingnegotiationstakeholder managementsales forecastingpipeline managementsolution designproduct demonstrationscontract negotiationssales strategy
Soft skills
self-motivatedadaptablecollaborativerelationship buildingcommunicationinfluencingproblem-solvingcustomer advocacyteam playeranalytical thinking
