Install Base Sales Representative (SaaS HR Tech)

Description

The Install Base Sales Representative owns expansion revenue within eSkill's existing customer base. This role partners closely with Customer Success to grow install base ARR, proactively hunting for expansion opportunities, and scoping, pricing, negotiating, and closing them. They will partner closely with Customer Success on renewals; and own incremental growth within existing accounts. Success is measured by contribution to net revenue retention (NRR).

Key Responsibilities

• Proactively identify and pursue expansion opportunities across the install base, not solely reliant on referrals from Customer Success.
• Partner with Customer Success in the standing 90-day quarterly book-of-business review to jointly identify expansion opportunities and at-risk accounts.
• Own scoping, pricing, negotiation, and close for opportunities that represent a new line of business within an existing account.
• Support Customer Success in joint save-play conversations, bringing a value-prop or commercial angle
• Take a warm handoff from the CSM on each qualified opportunity and maintain relationship continuity through and after close
• Generate or amend contract paper for expansion deals, either combined with a renewal or as a standalone, co-termed amendment.
• Maintain an accurate, up-to-date Expansion opportunity record in CRM for every deal

Requirements

Requirements

• 2-5 years of experience in account management, expansion/upsell sales, or a closing B2B SaaS sales role.
• Strong negotiation and deal-structuring skills, including comfort pricing and scoping multi-line or non-standard deals.
• Demonstrated ability to build pipeline proactively rather than relying solely on inbound or referred leads.
• Comfortable operating in a cross-functional model, partnering closely with Customer Success rather than owning the account relationship independently.
• CRM proficiency (HubSpot) with strong pipeline and forecasting hygiene.