Senior Inside Sales Representative

What You’ll Be Doing:

As a Senior Inside Sales Representative (ISR) for CCH Small Firm Services, your primary responsibility is to drive profitable sales growth to new customers within a designated territory. You will be responsible for learning and staying current on the comprehensive SFS product line, prospecting for new clients and following a methodical sales process. You’ll represent Wolters Kluwer within the industry and territory and contribute to sales planning and forecasting activities.

Responsibilities:

• Territory Ownership: Strategically manage a defined geographic or vertical territory, developing and executing sales plans that align with revenue goals.
• Pipeline Development & Maintenance: Build and maintain a robust, well-qualified sales pipeline across multiple opportunity sizes; ensure consistent progression through each sales stage.
• Daily Sales Activity Execution: Meet or exceed daily outbound call/email activity targets and connect rates to ensure consistent pipeline velocity.
• High-Velocity Selling: Drive transactional sales while simultaneously managing longer sales cycles for high-value opportunities.
• Forecasting & Reporting: Deliver accurate weekly and monthly sales forecasts using CRM data and pipeline analysis.
• Lead Generation: Proactively identify, engage, and qualify new sales opportunities via cold calling, referrals, marketing campaigns, and data mining.
• Solution-Based Selling: Conduct needs assessments and position software solutions that drive efficiency, compliance, and growth for retail tax businesses.
• Sales Presentations & Proposals: Prepare and present tailored product demonstrations, proposals, and pricing packages to prospective customers.
• Cross-Functional Collaboration: Coordinate with onboarding, implementation, and support teams to ensure a seamless customer experience post-sale.
• Market Feedback Loop: Capture and communicate customer and market insights to support product development and marketing strategies.

You are a Great Fit if You Have:

Education:

• Bachelor's Degree from an accredited college/university OR if no degree; equivalent relevant sales experience

Minimum Experience:

• 2+ years’ of B2B inside sales, account/relationship management experience or other relevant work experience in the tax preparer space
• Experience carrying a quota and exceeding sales targets
• Demonstrated experience with consultative sales approach, developing and qualifying prospect lists and making presentations to prospective clients to explain the business' products and services and their alignment with client needs

Preferred Qualifications:

• Tax Industry Acumen: Understanding of the needs and workflows of retail tax professionals is a strong advantage
• Prior sales, account or relationship management experience in the tax preparer space
• Prior Accounting Industry or Financial Services Software/SaaS sales experience
• Formalized sales training (e.g., Holden, Complex Sale, Solutions Selling, Miller Heiman, The Challenger Sales Module)

Core Competency Requirements:

• Hunter Sales Mindset: Driven by goals, resilient under pressure, and motivated by new client acquisition and outbound engagement
• Territory & Pipeline Management: Strong organizational skills to juggle multiple priorities and manage dozens of opportunities across the sales funnel
• CRM Expertise: Proficient in Salesforce or similar tools; able to track activities, manage leads, and run reports with accuracy
• Forecasting Discipline: Demonstrated ability to analyze trends, probability to close, and pipeline velocity to produce dependable forecasts
• Consultative Communication: Excellent verbal and written communication with the ability to influence diverse buying personas
• Metrics-Driven Performer: Comfortable in a structured environment where success is measured by KPIs including dials, connects, demos set, and closed revenue
• Transactional + Strategic Sales Skills: Ability to pivot between high-volume transactional deals and more strategic, solution-oriented selling for larger clients

Travel:

• Up to 10% annually

Applicants may be required to appear onsite at a Wolters Kluwer office as part of the recruitment process.