Senior Inside Sales Representative

Quick Facts

• Role: Senior Inside Sales Representative

Description

Own a book of existing customer business by leading renewals and expansion opportunities to meet quarterly net revenue retention (NRR) targets. Lead renewal cycles end-to-end—from proactive outreach and discovery through negotiation, close, and billing coordination—also for accounts without a dedicated Account Executive. Use account insights to identify contraction risk and growth signals, and connect Figma’s platform and AI capabilities to customer workflows.

Responsibilities

• Retain revenue, manage contraction risk, and drive expansion to achieve quarterly NRR targets

• Build trusted customer relationships and uncover customer objectives, workflows, adoption challenges, and value opportunities

• Run end-to-end renewal cycles, including proactive outreach, negotiation, close, and billing coordination

• Handle churn/contraction conversations by understanding drivers and reinforcing value

• Identify and pursue growth opportunities across teams, use cases, and products, including AI-related workflows

• Negotiate commercial terms in partnership with Sales Managers and Account Executives

• Maintain accurate pipeline records using account data and customer insights; forecast outcomes

• Partner with Deal Desk, Legal, Billing, Support, and Sales teams to align account strategy and resolve blockers

Requirements

• 1+ year of customer-facing experience in inside sales, account management, renewals, sales development, or related roles (ideally B2B SaaS)

• Strong discovery and communication skills, including asking thoughtful questions and explaining product value

• Technical aptitude and curiosity to learn a complex platform and connect AI capabilities to outcomes

• Proven ability to influence decisions, handle objections, and own measurable results with sound judgment

• Strong organizational skills to prioritize competing customer needs and follow through across multiple opportunities

Benefits

• Equity and a competitive benefits package, including health, dental, and vision coverage; retirement benefits; parental leave; mental health and wellness benefits; and paid time off

• Paid sick leave and other leave benefits in compliance with applicable laws; PTO accrual for non-exempt full-time employees plus additional paid sick days

• Sales incentive compensation for most sales roles and an annual bonus plan for eligible non-sales roles