JOB SPECIFICATION: CYBERSECURITY INSIDE SALES (RENEWALS & GROWTH)
ROLE SUMMARY
The Cybersecurity Inside Sales (Renewals & Growth) role is responsible for protecting and expanding our cybersecurity vendor renewal revenue, as well as generating and converting inbound and outbound leads.
This position drives structured lead generation, qualification, timely follow-up, and ongoing account support—partnering closely with cybersecurity vendor sales and technical teams to execute joint business plans and grow business together.
With a current focus on expanding cybersecurity solution footprint at enterprise accounts, this role will identify and accelerate growth in high-potential areas—especially AI security, leveraging market demand to support new use cases, adoption, and renewal outcomes.
KEY RESPONSIBILITIES
- Renewal Protection & Revenue Growth
- Own and manage renewal workflows for assigned cybersecurity vendor portfolios, ensuring timely renewal actions and accurate forecasting.
- Drive renewal follow-up with end users, system integrators and relevant vendor teams to mitigate churn risks.
- Identify expansion opportunities at renewal time (cross-sell, upsell, license/subscription optimization, seat/user growth, modules/add-ons).
- Maintain renewal pipeline hygiene and ensure documentation is complete (status, stakeholders, next steps, and dates).
- Inbound & Outbound Lead Genera
- Generate and qualify inbound leads from installed base, marketing campaigns, content, and partner/vender sources.
- Execute targeted outbound campaigns to enterprise accounts based on defined solution priorities and target segments.
- Develop call plans and lead generation sequences tailored to buyer personas (Security leadership, IT leadership, procurement, SOC/engineering.)
- Lead Qualification, Follow-up, and Deal Support
- Conduct structured discovery and qualification calls, aligning customer needs to vendor solutions.
- Ensure prompt and consistent follow-up through multi-touch outreach and CRM-driven tasking.
- Support vendor and own sales teams by handling deal registration, preparing quotations, coordinating technical resources to support deals.
- Vendor Collaboration & Joint Business Development
- Work with vendors to support customer proof points (success criteria, deployment scenarios, security outcomes).
- AI Security Growth
- Identify AI security demand signals and convert them into actionable opportunities.
- Support the creation of repeatable outreach messaging for AI security and cybersecurity needs.
- Align customer conversations to vendor AI security offerings and partner capabilities, driving next steps (demos, workshops, POCs).
- CRM, Reporting, and Forecasting
- Maintain accurate records in CRM: leads, contacts, opportunities, renewal status, activities, and next steps.
- Track KPIs including lead volume, conversion rates, renewal health indicators, activity SLAs, and pipeline movement.
- Provide weekly pipeline and renewal reporting to leadership and relevant vendor stakeholders.
REQUIRED QUALIFICATIONS
Experience
- 3+ years of experience in inside sales, sales development, renewals, or account growth of cybersecurity products / solutions.
- Experience selling or supporting enterprise cybersecurity solutions.
- Exposure to AI security, cloud security, application security, or governance/risk/security workflows.
- Demonstrated experience managing renewals and expanding vendor/customer business outcomes.
- Strong prospecting and outbound capabilities (email/call/sequence management), with proven qualification experience and follow-up discipline.
- Clear communication skills with the ability to engage technical and non-technical stakeholders.
- Ability to work cross-functionally with both vendor and internal technical teams.
- Strong organizational skills and attention to detail (pipeline hygiene and renewal documentation).
Competencies & Success Profile
- Customer-first mindset : with strong account focus.
- Renewal discipline : proactive risk mitigation, timely actions, and structured follow-up.
- Commercial acumen : understands how to grow value during renewals and expand footprint.
- Collaboration strength : comfortable working with vendor sales + technical counterparts to co-create solutions.
- Persistence and professionalism : in multi-touch outreach and relationship building.
- Adaptability : able to learn evolving AI security trends and translate them into customer outcomes.
- Data-driven execution: tracks activity and pipeline movement, uses insights to improve conversion.
