Job Description

Position Overview: As a Manager of Upsells at Birdeye, your role is to lead a team of sales professionals and drive revenue growth by maximizing upsell opportunities with existing customers. You will work closely with the sales team, customer success managers, and other cross-functional teams to identify opportunities, develop strategies, and execute upselling initiatives. Your goal will be to increase the adoption and usage of additional features, modules, or upgrades within the SaaS product offerings, ultimately contributing to increased customer satisfaction and revenue generation. Key Responsibilities: 1. Team Leadership: · Manage and lead a team of upsell sales representatives, providing guidance, coaching, and support to achieve individual and team targets. · Set performance goals and objectives for the team, monitor progress, and provide regular feedback and performance evaluations. 2. Upsell Strategy Development: · Collaborate with the sales leadership and product teams to develop effective upsell strategies and identify target customer segments. · Analyze market trends, customer behavior, and competitor offerings to identify upsell opportunities and tailor strategies accordingly. · Define pricing strategies, discounts, and incentives to maximize upsell conversions while maintaining profitability. 3. Customer Engagement and Relationship Building: · Collaborate with customer success teams to identify and prioritize upsell opportunities based on customer usage patterns, needs, and feedback. · Engage directly with key customers to understand their requirements, challenges, and goals to position relevant upsell options effectively. · Build strong relationships with existing customers to enhance customer loyalty and advocacy, fostering long-term partnerships. 4. Upsell Execution and Performance Tracking: · Develop and implement upsell processes, workflows, and tools to streamline the upsell lifecycle, from identification to close. · Monitor and analyze sales data, conversion rates, and other key metrics to measure the effectiveness of upsell strategies and identify areas for improvement. · Provide regular reports and updates to senior management on upsell performance, revenue growth, and market trends. 5. Cross-functional Collaboration: · Collaborate with marketing teams to develop targeted upsell campaigns, collateral, and materials to support sales efforts. · Work closely with product management and development teams to understand product roadmaps, feature enhancements, and new offerings to drive upsell opportunities. · Coordinate with customer support teams to address customer inquiries, concerns, and technical issues related to upsells. Requirements: · Bachelor's degree in business, marketing, or a related field. MBA or relevant advanced degree is a plus. · Proven experience in sales or account management, preferably in the SaaS industry, with a track record of successful upselling and revenue growth. · Strong leadership and team management skills, with the ability to motivate and inspire a sales team to achieve targets. · Excellent communication and interpersonal skills, with the ability to build and maintain relationships with customers and internal stakeholders. · Analytical mindset, with the ability to analyze sales data, market trends, and customer behavior to drive effective upsell strategies. · Familiarity with CRM systems and sales tools to track and manage customer interactions and sales pipelines. · Results-driven with a focus on achieving and exceeding upsell targets while maintaining customer satisfaction. · Adaptability and flexibility to thrive in a fast-paced, dynamic startup environment. Note: The above job description is a general outline of the responsibilities and qualifications typically associated with this role. Actual job duties may vary depending on the organization and industry practices. Show more Show less