Inside Sales – Client Engagement & Expansion

Waystone Governance Ltd.•Fair Lawn, NJ

22h

About The Position

The Inside Sales – Client Engagement & Expansion role supports Waystone’s global cross-sell program by engaging existing clients with targeted expansion opportunities identified through structured white space and client intelligence models. Working closely with Relationship Managers, Business Development, and Product teams, the role focuses on activating opportunities through client conversations, account reviews, product roadmap discussions, and structured outreach with a focus on under-managed or lightly covered accounts. The role plays a critical part in building pipeline, improving client engagement, and supporting revenue growth from existing clients.

Requirements

Proven experience in inside sales, client engagement, customer success, or commercial support roles within financial services or a related professional services environment.
Demonstrated ability to engage existing clients in structured, commercially focused conversations and support revenue growth through cross-sell and upsell activity.
Strong client-centric mindset, with experience building and developing relationships across existing accounts.
Ability to understand client needs, objectives, and challenges, and position relevant services in a clear and compelling manner aligned to identified opportunities.
Experience identifying, qualifying, and progressing opportunities within existing client portfolios.
Comfortable operating within defined sales stages, supporting opportunity development through discovery, engagement, and execution.
Strong working knowledge of CRM systems and sales process governance.
Proven ability to maintain accurate client, activity, and opportunity data, demonstrating high standards of pipeline hygiene, reporting, and forecasting support.
Ability to prepare for and conduct structured client engagements, including account reviews, product discussions, and targeted outreach.
Confident engaging clients by phone, video, and in meetings, supported by clear messaging and documented follow-ups.
Proven ability to work closely multiple functions within and organization including Relationship Management, Business Development product and Marketing.
Able to operate effectively within defined rules of engagement, ensuring coordinated client activity and clear ownership of opportunities.
Demonstrated focus on delivering measurable outcomes, including client engagement activity, meetings scheduled, opportunities created, and pipeline contribution.
Comfortable operating in an activity-led environment with clear performance expectations.
The asset management industry is constantly evolving, and you should be open to innovation, adaptable to change, and willing to explore innovative approaches to enhance the company's sales performance.
High standards of professionalism and ethical conduct in all client and internal interactions, reinforcing Waystone’s reputation as a trusted partner to financial institutions.

Responsibilities

Execute against white space and Ideal Customer Profile (ICP) outputs provided through the global cross-sell program.
Engage existing clients via structured account reviews, product roadmap discussions, and targeted outreach focused on priority services and solutions.
Work closely with Relationship Managers to secure meetings and deliver commercially focused client conversations.
Identify and engage undermanaged or lightly covered accounts with strong expansion potential.
Conduct outreach to introduce additional Waystone services, build relationships within client organizations, and identify new stakeholders.
Develop opportunities for deeper engagement and handover to Relationship Management or Business Development where appropriate.
Support the preparation and delivery of annual account reviews and strategic client check-ins.
Provide insights into existing service usage and identify opportunities for additional services aligned with client needs and priorities.
Create, qualify, and manage opportunities within the CRM in line with Waystone process and governance standards.
Progress opportunities through qualification and engagement stages, coordinating closely with Business Development and Relationship Managers.
Deliver against agreed activity and performance targets, including client outreach, meetings booked, reviews delivered, and opportunities created.
Maintain strong pipeline discipline, accurate CRM records, and timely reporting.
Work collaboratively with Relationship Management, Business Development, Product, and Marketing teams to ensure consistent messaging, coordinated client engagement, and effective follow-up actions.
Operate within defined global rules of engagement and escalation processes.