The Sales Development Representative (SMB Account Growth Focus) is responsible for driving revenue growth across ZainTECH’s SMB customer portfolio through account expansion, upselling, cross-selling, and new business development activities. The role combines SMB account management with proactive sales development, focusing on high-volume, short-cycle opportunities within the ICT and digital solutions space.
Working closely with Account Managers and Sales teams, the Sales Development Representative plays a key role in accelerating pipeline generation, increasing customer engagement, and expanding existing customer relationships while identifying new SMB business opportunities across assigned markets.
Responsibilities:
SMB Account Management & Growth
- Own and manage a portfolio of SMB accounts, focusing on Account growth, Customer retention, Upsell and cross-sell opportunities
- Build and maintain strong relationships with customer stakeholders to understand evolving business and technology requirements
- Conduct regular account reviews to identify expansion opportunities and position relevant ICT and digital solutions
- Drive revenue growth through the successful execution of upsell and cross-sell initiatives across assigned accounts
Sales Development & New Business Generation
- Identify and pursue new business opportunities within the SMB segment through outbound prospecting and lead generation activities
- Qualify opportunities by identifying Customer requirements, Decision-makers, Budgets, Timelines
- Maintain a healthy pipeline of short-cycle opportunities, ensuring consistent progression and deal closure
- Support pipeline acceleration and revenue generation initiatives across the SMB portfolio
Pipeline & Sales Management
- Manage multiple opportunities simultaneously within a high-volume sales environment
- Maintain accurate CRM records including Pipeline updates, Account activities, Opportunity tracking, Forecasting data
- Ensure strong pipeline hygiene and reporting accuracy within Salesforce or similar CRM platforms
- Consistently meet or exceed defined sales and activity KPIs
Collaboration & Stakeholder Alignment
- Collaborate closely with Account Managers and Sales teams to align on Account strategies, Customer engagement plans, Revenue growth opportunities
- Support broader sales initiatives and campaigns targeting SMB customers
- Coordinate with internal stakeholders to ensure smooth customer engagement and commercial alignment
Requirements
- 2–4 years of experience in B2B sales, SMB account management, Inside sales, Sales development roles
- Experience within ICT, technology services, or digital solutions environments is preferred
- Proven track record in Upselling, Cross-selling, Closing small to mid-sized deals
- Experience managing multiple accounts and short-cycle sales opportunities
- Familiarity with Salesforce or similar CRM platforms, Sales engagement and prospecting tools
- Bachelor’s degree in business administration, Marketing, Sales, Information Technology or a related field
