Inside Sales Representative, SMB - EMEA

The Inside Sales Representative, SMB - EMEA at Keeper will be responsible for driving new business through cold outreach and managing the full sales cycle. This position involves scheduling sales meetings, ensuring customers hold active Keeper contracts, building a pipeline of prospects, and becoming a subject matter expert on Keeper products to inspire clients. Your efforts will support our growth in the cybersecurity market.

To qualify for the Inside Sales Representative position at Keeper, you should have at least 2 years of software sales experience, preferably with a track record in IT organizations. Strong familiarity with Salesforce is essential, along with experience managing a full sales cycle. While a bachelor's degree and knowledge of the cybersecurity industry are preferred, a positive attitude and detail-oriented mindset are what truly stand out!

The Inside Sales Representative role is critical to Keeper's sales strategy as it focuses on generating new business opportunities through targeted outreach and relationship development. This position reports to the Manager of Inside Sales, allowing for collaboration on sales strategies that help position Keeper's innovative cybersecurity solutions in the marketplace while contributing to our overall growth and customer satisfaction.

At Keeper, we pride ourselves in offering a rewarding work environment. As an Inside Sales Representative, you'll enjoy benefits like private healthcare, pension contributions, and sick pay. If you're located nearby, you can take advantage of our Bike-to-Work Scheme, plus we provide opportunities for professional growth and development in the fast-paced cybersecurity landscape.

Success as an Inside Sales Representative at Keeper requires a blend of soft and hard skills. You should possess excellent communication and problem-solving skills, be organized, and maintain a positive mindset. Additionally, being detail-oriented and results-driven will enable you to thrive while meeting sales quotas. Familiarity with CRM tools, especially Salesforce, is a significant advantage in this role.

Managing a full sales cycle involves several steps: identifying leads, qualifying prospects, conducting product demos, addressing objections, and closing deals. It's essential to stay organized using tools like Salesforce to track each stage and maintain consistent communication with potential customers. Illustrating a past experience where you successfully managed a sale from start to finish can showcase your skills effectively.

For cold outreach, begin by researching your target audience to understand their needs. Personalize your communication to resonate with their specific pain points. Utilize email campaigns and calls—offering insightful information about how Keeper's solutions can address their cybersecurity concerns. Keep your message concise, engaging, and focused on the potential value your products provide.

Building customer relationships requires genuine engagement and regular communication. After closing a sale, follow up with check-ins to ensure satisfaction and ask for feedback on your solutions. Use CRM tools to schedule reminders for regular contact and to offer additional support or resources, which helps foster trust and encourage future business opportunities.

Key metrics for measuring sales performance include the number of calls made, meetings scheduled, deals closed, revenue generated, and customer retention rates. Analyzing these metrics helps identify areas for improvement and refine strategies. Discussing specific achievements or targets you’ve met in the past using these metrics could highlight your effectiveness in the role.

Adapting to changes requires a proactive approach to continuous learning. Stay abreast of industry trends and internal product updates using training sessions and resources provided by the company. A willingness to gather feedback from peers and clients can also inform necessary adjustments in your sales tactics to align with the latest company offerings and customer expectations.

When presenting a challenging sale, focus on the prospect's objections and how you overcame them. Describe the strategies you used to address their concerns, such as providing tailored solutions or using customer testimonials to build credibility. Ending on a positive note with the eventual successful closure of the sale highlights your problem-solving skills and persistence.

Familiarity with CRM tools, particularly Salesforce, is crucial for sales management. Additionally, knowledge of communication platforms for demos and meetings, like Zoom or Microsoft Teams, enhances your efficiency. If you have experience with sales analytics tools, mentioning those examples can demonstrate your capability in utilizing technology to improve sales performance.

In discussing a time you exceeded your quota, focus on the strategies you implemented. For instance, did you adjust your outreach approach, employ new techniques, or build significant relationships? Highlight how these actions contributed to achieving and surpassing your targets, demonstrating your proactive nature and commitment to success in sales.

Handling rejection is a crucial aspect of a sales role. It’s essential to view rejection as a learning opportunity. Maintaining resilience is key; after receiving a no, reflect on the reasons and consider how you can improve. Sharing experience about how you’ve turned past rejections into future successes can provide a powerful narrative to demonstrate your growth mindset.

Motivation can stem from several sources, such as personal drive, financial rewards, or achieving company goals. Sharing specific examples of effective goal-setting or how you stay focused on your KPIs can illustrate your determination. Additionally, expressing your passion for cybersecurity and helping clients find ideal solutions can show your intrinsic motivation and alignment with Keeper's mission.