Job Requisition ID

26WD99022

Role Overview:

The Senior Associate Account Representative, Territory is responsible for independently managing scalable, low-touch sales coverage across assigned territories. This role focuses on identifying and driving expansion opportunities, supporting demand generation efforts, maintaining account health, and articulating customer value with minimal supervision. The position requires strong organizational discipline, data-driven decision-making, and effective collaboration with partners and extended sales and customer success teams.

Key Responsibilities:

• Provide scalable, low-touch territory coverage by leveraging automated and digital engagement channels alongside selective direct customer interactions, operating independently with moderate guidance.
• Identify and drive expansion opportunities, including upsell, cross-sell, and new seat growth within assigned accounts or territories, applying sound judgment within defined guidelines.
• Activate and support demand generation activities through pooled marketing programs and transactional sales motions, managing day-to-day execution with limited direction.
• Manage baseline customer relationships by tracking account health, maintaining accurate pipeline and forecast visibility, and working through partners where appropriate to ensure coverage and continuity.
• Articulate and drive customer value creation by clearly communicating benefits and outcomes, adapting engagement approaches creatively to deepen customer adoption and engagement.
• Develop, maintain, and report sales forecasts and pipeline, covering seat expansions and upsell/cross-sell opportunities, following general guidance on new initiatives.

Sales Team Collaboration:

• Orchestrate cross-functional engagement with partners, extended sales teams, and customer success to ensure timely and consistent follow-up on identified opportunities.
• Support technical discovery by identifying complex or technical customer needs and coordinating effectively with technical specialists, sales engineers, or partners.
• Enable partner engagement by collaborating with Partner Management teams, ensuring opportunity visibility, and sharing relevant account context and data.
• Facilitate co-sell motions across regions for larger or multinational accounts, sharing best practices and contributing to consistent execution across geographies.

Required Skills & Competencies:

• Organizational discipline with the ability to manage time effectively, follow structured processes, and handle a high volume of accounts independently.
• Basic technical understanding sufficient to qualify customer needs and route them appropriately with minimal supervision.
• Clear and consistent communication skills, using templated and scalable outreach methods across digital and direct channels.
• Data-aware, analytical approach to prioritizing outreach, identifying growth opportunities, and flagging potential account risks.

Required Qualifications:

• 3–5 years of experience in inside sales, account management, customer success, or a related commercial role.
• Demonstrated experience managing a book of business or assigned territory with quota or performance targets.
• Experience working with CRM systems and sales reporting/forecasting tools.
• Bachelor’s degree in Business, Marketing, Communications, or a related field, or equivalent practical experience.

Preferred Qualifications:

• Experience in a SaaS, technology, or subscription-based sales environment.
• Prior exposure to partner-led or co-sell sales motions.
• Experience supporting demand generation programs and digital or automated sales motions.
• Strong comfort working in data-driven, high-volume sales environments.
• Proven ability to collaborate effectively across sales, marketing, customer success, and partner teams.

RS27

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