Description
The Business 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 Business 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, business 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