Sales Specialist - Products

Job Description

About This Role

We're hiring a Sales Specialist - Products to own and grow our software product business: licences, subscriptions, and packaged software offerings sold as defined, repeatable products.

This is a velocity role, not a long-cycle enterprise role. You'll be working deals that close in weeks rather than quarters, new licences, renewals, seat expansions, edition upgrades, and add-on modules. Success here is measured in how much revenue you convert, how quickly you convert it, and how consistently you do it month after month. 

It suits someone who already sells software, understands licensing and subscription commercials, and gets satisfaction from closing rather than nurturing.

Your Key Responsibilities

Revenue & Deal Velocity

• Own a monthly and quarterly product revenue target and deliver against it consistently.
• Drive short-cycle opportunities from first contact to signed order.
• Prioritise ruthlessly, identify deals that will close this quarter and move them, while qualifying out ones that won't.
• Prepare quotations, licensing options, and commercial proposals quickly, so customers get a response in hours rather than days.
• Negotiate pricing, licence terms, and contract duration within approved margin guidelines, and close deals.
• Keep the pipeline covered at all times, with enough qualified opportunities to hit target without last-week scrambles.

Customer Coverage & Account Growth

• Build and work a territory or account list, generating your own leads through calls, visits, referrals, and existing relationships.
• Grow revenue in existing accounts through renewals, seat growth, edition upgrades, and cross-sell of additional modules.
• Own the renewal book - track subscription and licence expiry dates and secure renewals well before they lapse.
• Maintain relationships with business owners, IT, procurement, and finance stakeholders across your accounts.
• Run first-level product conversations yourself, and bring in presales for demos or technical depth only when the deal genuinely needs it.

Vendors, Partners & Operations

• Work with software vendors and distributors on pricing, special bids, deal registration, and partner programme benefits.
• Stay current on product roadmaps, licensing model changes, promotions, and vendor incentives that can be used to win deals.
• Coordinate with finance and operations to ensure clean order processing, licence provisioning, invoicing, and collection.
• Maintain accurate opportunity, forecast, and activity records in the CRM.Report on pipeline, forecast, and win/loss with honesty; an accurate forecast matters as much as an optimistic one.

Qualifications and Skills

Required

• 2+ years of proven sales experience in software, SaaS, or a related B2B technology environment.
• A demonstrable track record of meeting or exceeding revenue targets; be ready to talk numbers.
• Experience running transactional or short-cycle deals with high volume, not just a handful of large annual deals.
• Working knowledge of software licensing and subscription models - perpetual vs subscription, per-user vs per-device, tiers, terms, and renewals.
• Strong commercial instincts: pricing, margin, discount discipline, negotiation, and knowing when to walk away.
• Confident communication skills.Self-starter with the discipline to manage your own territory, activity levels, and follow-through.

Nice to Have

• Existing relationships with corporate, SME, or public-sector customers in Sri Lanka.
• Familiarity with software vendor and distributor ecosystems, including deal registration, partner tiers, and special pricing.
• Vendor sales or product certifications relevant to our software portfolio.
• Experience carrying both new-business and renewal targets on subscription products.
• Exposure to tender and public procurement processes.
• Comfort running online product demos and web meetings independently.

You'll Do Well Here If You

• Measure your week in deals moved, not meetings held.
• Would rather close five deals this month than build one big one for next year.
• Chase quotations, approvals, and purchase orders without being asked twice.
• Are comfortable being held to a number and want the earnings that come with beating it.

What We Offer

• An established software portfolio and existing vendor and partner relationships to sell into.
• Presales and solutions engineering support so you can stay focused on selling.
• Vendor training and sales certification support.
• A clear progression path towards Senior Sales Specialist, Account Manager, and Sales Manager roles.