Inside Sales Representative

Summary

Join Wrike as a driven and passionate Inside Sales Representative! You will cultivate relationships with existing clients to identify and expand sales opportunities within their current Wrike subscriptions. Working closely with Account Managers, you'll contribute to achieving specific booking targets. This role demands analyzing customer data, understanding market trends, and employing effective communication strategies to uncover cross-selling opportunities. You will collaborate with the team to develop and execute account strategies, maximizing revenue growth. Success in this position requires strong sales experience, particularly within the tech/SaaS industry.

Requirements

1-2+ years of successful sales experience (Tech/SaaS Preferred)

Responsibilities

• Analyze customer personas and target audience demographics in current accounts to generate leads and identify expansion (cross-sell) opportunities
• Understand buyer personas and market needs within existing accounts to tailor communication effectively by adopting a solution-selling approach
• Perform research on competitors, consumer behavior, market trends, product developments, and lead acquisition methods to inform strategy and identify opportunities for cross-selling
• Identify new prospects within existing customer accounts by analyzing business workflows and leveraging insights from customer interactions to discover potential sales opportunities
• Collaborate with Account Managers to develop and execute account strategy, ensuring alignment on goals and approaches to maximize revenue growth within current accounts
• Actively seek out additional contacts and decision-makers in existing accounts through channels such as networking, referrals, and research, emphasizing the value of Wrike
• Conduct research on prospects and their organizations to personalize outreach via email, phone, and LinkedIn, showcasing how our solutions address specific challenges faced by the account
• Utilize tools such as LinkedIn Sales Navigator, Salesloft, and Salesforce to enhance outreach efforts, manage workflow efficiently, and maintain comprehensive records of account activities
• Compile lists of potential leads within accounts and contact them with relevant information through a variety of communication channels, focusing on solution selling
• Assess the suitability of potential opportunities within accounts by understanding their needs, budget, and decision-making processes to ensure alignment with our solutions
• Persuade prospects within current accounts to engage in calls or meetings with a Wrike Account Manager through targeted outreach strategies, including solution-focused and tailored email campaigns
• Qualify new opportunities within accounts to improve conversion rates and route qualified opportunities to the appropriate Account Manager, emphasizing how our solutions meet account-specific needs
• Partner with sales teams, including other ISRs, Senior Sales Executives, and Marketing, to refine and perfect account-specific messaging, aligning with business workflows needs and solution selling

Preferred Qualifications

• Experience handling the full sales cycle from qualification to close
• Experience handling customer relationships and using those relationships to expand business
• Experience with solution selling
• Outbound sales calling experience
• Experiencing filtering through a large number of inbound leads/trials, and promptly following up on those leads
• Ability to conduct end-user demonstrations over video conferencing/zoom

Benefits

• Medical, Dental, and Employer-Paid Vision Insurance
• Life Insurance, Employer- Paid ST and LT Disability
• 401K with employer match, FSA/HSA Benefits, and Legal Plan
• Employee Assistance Program (EAP)
• 11 Paid Holidays, 1 Floating Holiday, 20 Days of PTO
• 16 Hours of Volunteer Paid Time Off
• Parental Leave: 18 weeks for birth mothers, 4 weeks for non-birth parents
• Hybrid work mode