• Research and identify target accounts and key decision-makers. • Build and maintain prospect lists aligned with ideal customer profiles. • Execute outbound prospecting campaigns via email, LinkedIn, and other outreach channels. • Qualify leads based on established criteria and sales objectives. • Schedule meetings and product demonstrations for the sales team. • Maintain accurate records of prospect interactions and activities within the CRM. • Follow up with prospects and nurture early-stage opportunities. • Collaborate with leadership to refine messaging and improve outreach effectiveness. • Meet or exceed weekly activity and meeting-booked goals.

• Prospect, oversee, and conduct outbound outreach • Engage potential students and families through various communication channels (phone, email, social media). • Schedule consultations to evaluate needs and promote our educational services. • Maintain accurate records of interactions and follow-up activities within our CRM system. • Collaborate with marketing to refine lead generation strategies. • Meet and exceed monthly sales targets. • Provide feedback from prospects to help improve service offerings.

• Qualify, follow up, educate and develop a substantial volume of inbound and outbound leads to progress prospects further into Cribl’s sales process • Efficiently respond and qualify inbound marketing leads according to set SLAs • Generate sales-ready meetings and opportunities for sales executives using Cribl’s qualification criteria • Research target new accounts, identify key personas, add contacts, emails and generate interest through cold discovery calls and email campaigns • Leverage taught sales techniques to maximize customer interactions enough to provide high level introduction • Use of strong selling and influencing skills to understand and uncover customer needs and business challenges to effectively pitch how Cribl solves them • Log, track, and maintain Salesforce consistently according to Cribl’s lead to opportunity flow process • Accurately distribute leads/meetings through discovery to assigned sales executives • Consistently achieve meeting quota to ensure territory revenue and growth objectives are met • Work closely with Sales Directors and attend customer meetings as required • Attend sales meetings, training, and local trade shows to keep current with technology. • Covering the DACH Territory

Role Description The Renewal Representative is responsible for managing a portfolio of existing customers to drive on-time renewals, maximize retention, reduce churn, and identify expansion opportunities through upsell and cross-sell motions. This role owns the end-to-end renewal cycle and partners closely with Customer Success, Account Executives, Finance, Legal, and Operations teams to deliver predictable recurring revenue growth. The position typically handles mid-market or enterprise accounts and is expected to independently manage negotiations, forecasting, and customer relationships. Shift timings - 12PM - 9PM IST What you will do - Own and manage a renewal book of business for assigned accounts. - Engage customers proactively 90–120 days before contract expiration. - Drive high renewal rates and achieve quarterly/annual retention targets. - Execute pricing negotiations, contract discussions, and commercial conversations. - Identify and qualify upsell/cross-sell opportunities and collaborate with Account Executives. - Maintain accurate pipeline, renewal forecasts, and customer activity in CRM tools such as Salesforce. - Partner with Customer Success Managers to address adoption risks and customer concerns. - Coordinate with Legal, Finance, Procurement, and Operations teams for contract execution. - Develop account renewal strategies for at-risk customers. - Ensure accurate quoting, invoicing, and renewal documentation. - Analyze churn drivers and recommend retention strategies. - Maintain strong executive-level customer relationships. Qualifications - 4 years of experience in Renewal Sales. - Strong experience managing recurring revenue or subscription-based business. - Proven track record of meeting renewal/retention quotas. - Experience with SaaS contracts, pricing, and subscription models. - Strong negotiation and objection-handling skills. - Excellent stakeholder management and communication skills. - Proficiency in CRM tools like Salesforce. - Strong forecasting and pipeline management capabilities. Benefits - Sophos operates a remote-first working model, making remote work the primary option for most employees. However, some roles may necessitate a hybrid approach. - While we are a remote first organization, applicants must have legal authorization to work in the jurisdiction where the position is posted, without requiring employer sponsorship. - Our people – we innovate and create, all of which are accompanied by a great sense of fun and team spirit. - Employee-led diversity and inclusion networks that build community and provide education and advocacy. - Annual charity and fundraising initiatives and volunteer days for employees to support local communities. - Global employee sustainability initiatives to reduce our environmental footprint. - Global fitness and trivia competitions to keep our bodies and minds sharp. - Global wellbeing days for employees to relax and recharge. - Monthly wellbeing webinars and training to support employee health and wellbeing.