Business Development Representative (SMB Account Growth Focus)

The Business Development Representative (SMB Account Growth Focus) is responsible for driving revenue growth across ZainTECH’s SMB customer portfolio through account expansion, upselling, cross-selling, and new business development activities. The role combines SMB account management with proactive sales development, focusing on high-volume, short-cycle opportunities within the ICT and digital solutions space.

Working closely with Account Managers and Sales teams, the Business Development Representative plays a key role in accelerating pipeline generation, increasing customer engagement, and expanding existing customer relationships while identifying new SMB business opportunities across assigned markets.

Responsibilities:

SMB Account Management & Growth

• Own and manage a portfolio of SMB accounts, focusing on Account growth, Customer retention, Upsell and cross-sell opportunities
• Build and maintain strong relationships with customer stakeholders to understand evolving business and technology requirements
• Conduct regular account reviews to identify expansion opportunities and position relevant ICT and digital solutions
• Drive revenue growth through the successful execution of upsell and cross-sell initiatives across assigned accounts

Sales Development & New Business Generation

• Identify and pursue new business opportunities within the SMB segment through outbound prospecting and lead generation activities
• Qualify opportunities by identifying Customer requirements, Decision-makers, Budgets, Timelines
• Maintain a healthy pipeline of short-cycle opportunities, ensuring consistent progression and deal closure
• Support pipeline acceleration and revenue generation initiatives across the SMB portfolio

Pipeline & Sales Management

• Manage multiple opportunities simultaneously within a high-volume sales environment
• Maintain accurate CRM records including Pipeline updates, Account activities, Opportunity tracking, Forecasting data
• Ensure strong pipeline hygiene and reporting accuracy within Salesforce or similar CRM platforms
• Consistently meet or exceed defined sales and activity KPIs

Collaboration & Stakeholder Alignment

• Collaborate closely with Account Managers and Sales teams to align on Account strategies, Customer engagement plans, Revenue growth opportunities
• Support broader sales initiatives and campaigns targeting SMB customers
• Coordinate with internal stakeholders to ensure smooth customer engagement and commercial alignment

Requirements

• 2-4 years of experience in B2B sales, SMB account management, Inside sales, Business development roles
• Experience within ICT, technology services, or digital solutions environments is preferred
• Proven track record in Upselling, Cross-selling, Closing small to mid-sized deals
• Experience managing multiple accounts and short-cycle sales opportunities
• Familiarity with Salesforce or similar CRM platforms, Sales engagement and prospecting tools
• Bachelor’s degree in business administration, Marketing, Sales, Information Technology, or a related field