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SMB Sales Representative

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Medellín, Antioquia, Colombia Roca Alliances S.A A tiempo completo
Job Opportunity: SMB Sales Representative

Location: Colombia

Department: Sales

Reports To: Director of SMB Sales

Overview

Roca Alliances is seeking a driven, customer-focused SMB Sales Representative to manage, retain, and grow a portfolio of small and mid-sized business customers across North America.

This role is ideal for someone who thrives in a fast-paced sales environment, enjoys managing high-volume inbound demand, and excels at identifying expansion opportunities within existing accounts. You'll play a key role in renewals, pricing discussions, and revenue growth while delivering an exceptional customer experience.

Key Responsibilities
Inbound Demand Management
  • Serve as the first point of contact for inbound inquiries from SMB sales and labeling prospects and customers.
  • Respond to requests related to product information, pricing, licensing, upgrades, and service needs.
  • Manage a high-velocity inbound lead queue while maintaining fast response times and high customer satisfaction.
Renewals & Price Management
  • Own the end-to-end renewals process for SMB customers, ensuring timely and accurate contract renewals.
  • Communicate and execute annual price increases and pricing adjustments in alignment with company guidelines.
  • Maintain accurate renewal forecasting and reporting using CRM tools.
Expansion & Revenue Growth
  • Identify and drive upsell and cross-sell opportunities within the SMB customer base (labels, software modules, hardware, services, etc.).
  • Conduct account reviews to understand customer needs and recommend value-added solutions.
  • Consistently meet or exceed monthly and quarterly revenue targets.
Customer Relationship Management
  • Build strong, trust-based relationships to drive long-term retention and customer satisfaction.
  • Collaborate closely with Customer Support, Customer Success, and Operations teams to resolve customer issues efficiently.
  • Maintain accurate and up-to-date account records in CRM systems (Salesforce or similar).

  • Process & Performance Excellence

  • Contribute to continuous improvement of SMB sales processes, including lead routing, pricing consistency, templates, and forecasting.

  • Share customer insights, trends, and competitive feedback with Product and Marketing teams.
  • Stay informed on product capabilities, updates, and pricing strategies.
Qualifications
Required
  • 2–4+ years of experience in SMB sales, inside sales, or account management

    (SaaS, retail technology, or hardware/software sales preferred)
  • Proven success managing renewals and expansion opportunities in a high-volume sales environment.
  • Strong written and verbal communication skills with the ability to explain technical concepts clearly.
  • Experience following a structured sales process and working with CRM tools (Salesforce preferred).
  • Excellent time management and organizational skills.

  • Preferred

  • Experience selling hardware, labeling solutions, or store-operations technology.

  • Familiarity with retail back-of-house workflows or independent retail environments.
  • Confidence discussing pricing adjustments and negotiating renewals with SMB customers.
  • Bilingual (English/Spanish or English/French) is a plus.
Benefits
  • Competitive salary
  • Private medical insurance
  • Growth and career development opportunities
  • Collaborative and supportive work culture