Description
As part of Aqua Security’s continued focus on customer retention and expansion, we are looking for an Inside Sales Representative to manage long-tail renewals and upsells for customers with $85K ARR and below. This role will be responsible for ensuring smooth renewals, driving expansion opportunities, and maintaining customer satisfaction within this segment. The ideal candidate is highly organized, proactive, and able to manage a high volume of renewals while identifying potential upsell opportunities.
This is a great opportunity for someone looking to take ownership of a key segment within Aqua’s customer base and make a direct impact on revenue retention and growth.
- Own and manage the renewal process for long-tail customers, ensuring contracts are renewed on time and minimizing churn.
- Identify upsell and cross-sell opportunities, working closely with customers to expand their usage of Aqua’s platform.
- Engage directly with customers via email, phone, and video to discuss renewals, address concerns, and uncover growth potential.
- Partner with Customer Success, Regional Sales Managers, and Technical Support to ensure a seamless renewal and upsell process.
- Leverage CRM tools (Salesforce, Clari,etc.) to track renewal status, forecast pipeline, and maintain accurate customer records.
- Educate customers on new product features and enhancements to drive adoption and expansion.
- Work with Sales Leadership to refine renewal strategies, pricing models, and outreach cadences for this customer segment.
- Secure high renewal rates within the <$85K ARR customer segment.
- Create consistent upsell pipeline generation, driving incremental revenue growth.
- Improve customer engagement, ensuring customers see value in Aqua’s offerings and expand their usage.
- Practice operational efficiency, with accurate tracking and forecasting of renewals and upsells
About the Team
Get ready to soar to new heights in your sales career! Aqua’s sales team solves real security challenges for our customers. Fearlessly going toe-to-toe outweighing any competition, we salute our dedicated sales experts for a job well done. With our rapidly expanding fortune 500 customer base, the opportunities for success are endless! Whether you are looking to learn from the best or be the best, there’s a seat at the table for you at Aqua.
Requirements
- Experience in inside sales, renewals, account management, or customer success, preferably in B2B SaaS.
- Ability to manage a high-volume book of business with multiple renewals per quarter.
- Strong negotiation and relationship management skills, with a focus on customer retention and expansion.
- Proficiency with Salesforce and other sales engagement tools.
- A data-driven, process-oriented mindset with the ability to work independently.
- Must speak English & Mandarin.
Aqua Security is the pioneer in cloud native security. Founded in 2015, Aqua Security is a global late-stage scale-up and the largest pure play cloud native vendor. Aqua helps enterprises see and stop threats across every phase of the software development lifecycle, from dev to cloud and back.
Why we’re unique:
- Total of $325M in VC funding, with a valuation of $1B+ and TAM of $25-30B
- More than 500 enterprise customers around the globe, across 40 countries including 40% of the Fortune 100
- Strategic partnerships with the major cloud native platform providers and public cloud providers (AWS, Microsoft, Google, IBM)
- The most loved cloud native open-source tools with the world’s largest open-source community tool for vulnerability scanning, Trivy
- The world’s leading dedicated cloud native threat research team, Aqua Nautilus
If you’re ready for an exciting opportunity to dive into the hottest cybersecurity category, now is the perfect time to join Aqua! We are a global organization where every Aquarian can make a difference and make a big impact. Aqua also offers great company culture, amazing colleagues, international travel, paid volunteer time-off and lots more!
All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, protected veteran status or any other legally-protected status.
