Renewals Representative

Sophos•Dallas, TX

2d•Remote

About The Position

The Renewals Representative is a quota-carrying overlay sales role that partners with a small number of Account Managers/Executives to achieve renewal and expansion sales targets. The role focuses on renewal rate, renewal ACV, and renewal billings targets in an assigned territory, while supporting expansion opportunities in partnership with the AM/AE. The representative manages renewal opportunities not already being driven by AM/AE partners and helps customers realize value from Sophos solutions so they renew and ideally expand their relationship with Sophos. Engagement varies by segment: Enterprise roles have lower-volume engagement driven mainly by strategic partnership with Enterprise Account Executives; Midmarket roles handle medium-volume engagement within renewal windows, partnering on tagged opportunities and reaching out on untagged ones; Commercial roles have high-volume, primarily partner-driven engagement using outbound digital cadences and reactive support across the renewal book. This is a one-year fixed-term contract. The U.S. base salary range is $64,400–$107,100, with target sales commissions and a comprehensive benefits package. Sophos operates a remote-first model, though some roles may require a hybrid approach.

Requirements

1–3+ years of experience in renewal account management or sales roles working with decision-makers in large organizations, with a track record of achieving and exceeding sales quotas.
Familiarity with Salesforce Lightning and CPQ, as well as Outreach, Microsoft Excel, Microsoft Power BI, and Microsoft Outlook.
Strong understanding of the renewals sales cycle, buyer personas, decision-making processes, and how to navigate them.
Strong retention-risk discovery, value proposition presentation, negotiation, and closing skills.
Excellent communication and interpersonal skills, including the ability to collaborate cross-functionally and build customer relationships.
Self-motivated and proactive, able to work independently and prioritize tasks effectively.
Experience selling through and with channel partners and ability to thrive in a team-selling environment.

Nice To Haves

Bachelor’s degree in Business Administration, Communications, or Marketing, or proven relevant experience in previous roles.
Solid technical acumen and ability to explain the benefits of different technologies; strong cybersecurity knowledge is an advantage.

Responsibilities

Collaborate with Account Manager/Executive teammates in shared territories to maximize net revenue retention and achieve quarterly renewal and expansion goals.
Develop relationships with key partners, buyers, and influencers and leverage them in the renewals sales process.
Maintain partner and customer relationships, understand business needs, and align them with Sophos solutions.
Identify customer renewal risks and coordinate mitigation activities with channel partners, sales teammates, and the customer success team.
Work with customers, channel partners, and internal teams to obtain documentation needed for correct revenue recognition.
Manage the end-to-end renewals process, including maintaining accurate renewal opportunity forecast status in SFDC.
Follow Sophos renewals sales processes and policies, including forecast management, sales campaigns, activity documentation, and follow-up on assigned actions.
Execute a planned cadence of customer engagement and create detailed strategic account plans where appropriate.
Support the new-business sales team when expansion business coincides with a pending renewal, ensuring the full renewal and supporting additional growth solutions that meet customer outcomes.